HIGH IMPACT 90 DAY TRAINING PROGRAM

WEEK SIX

Participants Curriculum Workbook (PCW)

SalesPartners World Wide Community
Last Updated August 17, 2012 (1:05 P.M. EST America)

$25

High Impact Business Training

Overview
Page | 2

TIME OUT!!!
During weeks four and five of the 90 training program your trainer
took you through a review on several different levels. Today we are
going to call a time out and focus on reviewing each week that you
have completed until this point. Why call a time out? We see sports
teams calling a time out for several reasons and in business, we have
those same opportunities.
We can call a time out when:
1. the effort, energy and/or determination is not in line with the
results we want
2. our actions are not in line with our game plan or vision
3. outside influences (team, competition, each other) are
distorting our focus.
4. We realize our strategy or game plan is not working
5. We want to leverage learning opportunities and reinforce
strong play or participation
All of these reasons are important to understand as a business owner
and as a business coach. This week your trainer is calling a time out,
not because of poor performance or strategizing, but so that we can
slow down and take stock of your Net Present Position. We will
review week by week to ensure as you head down the final six weeks
of your training, you hit your goals and set yourself up for success.
As always we will finish with reviewing your sales from the previous
week and by taking action for the week ahead.
Stay fresh, stay focused, and stay present.

2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

High Impact Business Training

Debrief
Each week you will start off by using the debriefing process with your Page | 3
trainer to leverage your learning from the previous weeks activity and
exposure agreements we made.
Answer the following questions:
What Happened?
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What Worked?
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What Didnt Work?

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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

High Impact Business Training

Debrief
What did you learn?

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What did you learn about yourself?

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What would you do differently?

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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

High Impact Business Training

Outcomes For Week 6 Training
Outcome # 1: Review, Review, Review
Why review weeks 1-5 in depth?
What is it that you will learn from such a review?
In order to properly complete this weeks training and perform a full
review of what you have learned, you will want to reference all five
of your previous weeks PCWs.

Week 1 Review
Instructions: Explain why this icon is so
important. How does it demonstrate
our boundaries? Write it down and
then you will be asked to discuss

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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 5

High Impact Business Training

Week 1 Review
Instructions: Review each of the outcomes from Week 1 and
consider the following questions.
Why are these outcomes significant to you?
How do you feel about them now?
How far have you come?
What has changed?
Outcome # 1: Making a Full Commitment
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Outcome # 2: Get Started

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Outcome # 3: Exposure
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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 6

High Impact Business Training

Week 2 Review
Instructions: Review each of the outcomes from Week 2 and
consider the following questions.
Why are the outcomes in so important to developing a local
area franchise?
How have your sales and numbers changed?
What has changed for you?
Outcome # 1: Know Your Customers & Products
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Outcome # 2: Sales Accountability & Responsibility

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Outcome # 3: SalesPartners Cold Calling Process

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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 7

High Impact Business Training

Week 3 Review
Instructions: Review each of the outcomes from Week 3 and
consider the following questions. Be prepared to discuss with your
trainer and fellow participants.
What do you now understand about the design and engineering
of SalesPartners?
How have your sales and numbers changed?
What has changed in the way you are handling objections and
cold calling?
What is the one thing you learned most from week 3?
Outcome # 1: Understanding Who We Are
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Outcome #2: Sales Accountability & Responsibility

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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 8

High Impact Business Training

Outcome #3: Role Playing and Practicing Cold Calling
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Outcome # 4: Objection Handling

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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 9

High Impact Business Training

Week 4 Review
Instructions: Review each of the outcomes from Week 4 and
consider the following questions. Be prepared to discuss with your
trainer and fellow participants.
How did week four change or strengthen the way in which you
think?
How have your sales and numbers changed?
What has changed in the way you are handling objections and
cold calling?
What is the one thing you learned most from week 4?
Outcome # 1: Review what you have learned
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Outcome # 2: Review the action you have taken

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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 10

High Impact Business Training

Outcome # 3: Review why your customers buy.
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Outcome # 4: How do you think?

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Outcome # 5: Three Hour Series Product Knowledge

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Outcome # 6: Sales Accountability & Responsibility

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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 11

High Impact Business Training

Week 5 Review
Instructions: Review each of the outcomes from Week 5 and
consider the following questions. Be prepared to discuss with your
trainer and fellow participants.
How did practicing the scenario, and evaluating others help to
shape your ability to sell?
How have your sales and numbers changed?
What was your ah-ha moment from reviewing your money?
Outcome # 1: Conquering the Scenario
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Outcome # 2: Sales Accountability & Responsibility

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Outcome # 3: Reviewing your Money.

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2012 SalesPartners World Wide Community
Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 12

High Impact Business Training

Which Picture?
Instructions: Which picture do you connect with most. Write down Page | 13
your answer and why below and be prepared to discuss.

Think small and you get smaller

Good. Bad. Ugly. Great!

Environment is greater than will

Exposure!

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2012 SalesPartners World Wide Community
Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

High Impact Business Training

Outcome # 2: Sales Accountability & Responsibility
Are you holding yourself highly accountable to sales activity?
Are you taking full responsibility for the agreements you have Page | 14
made?
Turn to page 13 of your Week 5 Workbook:
Your trainer will now ask you a series of questions. Please answer
with the actual numbers written in your Week 5 PCW.
What did you learn this week when your trainer asked you
about your sales numbers?
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What story are your numbers creating as you go through

them with your trainer?
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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

High Impact Business Training

Doing It NowBecause Its Already Here
TAKE OUT YOUR CELL PHONE AND START MAKING Page | 15
PHONE CALLS TO SELL A 3 HOUR SERIES FOR $375.
YOU HAVE 30 MINUTES. YOUR TRAINER WILL START
THE CLOCK.
Use the space below to write down the names of those you
contacted and the result.
1. __________________________________________________________________
2. __________________________________________________________________
3. _________________________________________________________________
4. __________________________________________________________________
5. __________________________________________________________________
6. __________________________________________________________________
7. __________________________________________________________________
8. __________________________________________________________________
9. __________________________________________________________________
10. __________________________________________________________________
11. __________________________________________________________________
12. __________________________________________________________________
13. __________________________________________________________________
14. __________________________________________________________________

2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

High Impact Business Training

Quick Debrief
Page | 16

What worked?
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What didnt work?

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What did you learn?

________________________________________________________________________
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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

High Impact Business Training

Selling Tasks
Page | 17

You remain the driver in this process.

5 REGISTRATIONS TO 3 HOUR EVENT SERIES
3 Hour Series = $375
5 ONE-ON-ONE APPOINTMENTS SET
In order to qualify must have: Full name, direct phone
number, meeting time, date, and location defined
3 MULTIPLE UNIT OF EXPOSURE MEETINGS
In order to qualify must have: Name of organization and
contact, direct phone number, meeting time, date, and location
defined, and logistics for meeting:
How many people at meeting?
How long do we have to speak?

2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

High Impact Business Training

Selling Accountability
You must be ready to report the following numbers to your
trainer during the next training. Be sure to fill in the actual
numbers below.
ACCOUNTABILITY:
Total Phone Cold Calls

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Total In-Person Cold Calls

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Units of Activity

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Units of Exposure

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Closed Sales

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Pending Sales

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Total Dollar Value of Sales

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Margin Made

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2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 18

High Impact Business Training

Agreement For Activity & Exposure
Do you agree to take action based on the definitions below:
YES I AGREE TO CLOSING 5 EVENT SALES
Expectation: There is no shortage of people who need your
help.
YES I AGREE TO TAKING SALES ACTIVITY BASED ON
WHAT I KNOW
Units of Activity: Face-to-Face or Voice-to-Voice contact that
results in agreement to meet
YES I AGREE TO SETTING 3 MULTIPLE UNITS OF
EXPOSURE MEETINGS FOR ME AND MY TRAINER
Units of Exposure: Multiple Units of Exposure via an event

2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

Page | 19

High Impact Business Training

End of Week 6 Notes
Page | 20

2012 SalesPartners World Wide Community

Rough Draft 90 Day High Impact Training
Developed by Curriculum Leadership

SalesPartners World Wide Community

www.salespartnersworldwidecurriculum.com
2012 Developed by Ben Arcuri, John Dano, & Kelly Ritchie