Workshops:

Tuesday, December 3rd: 1-Day Power Up Closing Fundamentals Workshop

Selling is an art and a science. If you are in the business of sales, it is imperative to understand Closing Fundamentals. Do you know what closing is? Do you understand how your closing personality can impact your sales results? In this essential 1-day Closing Fundamentals class, you will learn to:

• Define and explain the ins and outs of closing
• Shape your closing personality to positively impact the closing process
• Strengthen customer relationships and build trust
• Create a more positive and visible reputation
• Meet each customer at his or her point of need
• Confidently ask the customer to buy

Wednesday, December 4th: 1-Day Power Up Teaching, Coaching, and Mentoring Workshop

Highly successful leaders teach, coach, and mentor effectively. In this 1-day class, leaders develop these qualities through interactive discussions and exercises, which combine group problem solving, role-playing, and application. Participants will emerge from this event having the knowledge and skills to:

• Explain and practice the principles of teaching, coaching, and mentoring
• Identify the competencies a manager must develop in order to be an effective coach and inspiring mentor
• Educate and inspire team members
• Relate coaching and mentoring to the performance management context
• Implement positive accountability to drive team members to their goals and dreams
• Make a difference through personal and professional mentorship to achieve success

Thursday, December 5th: 1-Day Winning Words Sales Workshop

This comprehensive 1-day class provides you with the cutting-edge techniques to successfully handle soft and hard issue objections, increase gross profit, and sustain positive results with the following goals:

• Collapse customer confrontation through positive, service-based communication
• Develop dynamic closing skills
• Increase unit sales
• Establish a referral base
• Explode revenue

Call today for express enrollment 

800-823-7698

Sustaining Excellence: November 11-14

Sustaining Excellence is a three-and-a-half-day elite management and leadership event that will provide you with the information and practical tools to prepare you for success at the highest level. 

Develop yourself and your leadership skills with proven methods designed to:

• Improve your leadership knowledge, attitude, skills, and habits
• Accelerate performance with unique relationship-building techniques
• Provide you with key strategies to build a winning team
• Increase business efficiency with process-driven exercises

Don’t miss this opportunity to take your team to new heights by becoming a better leader, coach, and mentor!

For express enrollment, call Doug Smith at 800.823.7698

Workshops:

Tuesday, December 3^rd: 1-Day Power Up Closing Fundamentals Workshop

Selling is an art and a science. If you are in the business of sales, it is imperative to understand Closing Fundamentals. Do you know what closing is? Do you understand how your closing personality can impact your sales results? In this essential 1-day Closing Fundamentals class, you will learn to:

• Define and explain the ins and outs of closing
• Shape your closing personality to positively impact the closing process
• Strengthen customer relationships and build trust
• Create a more positive and visible reputation
• Meet each customer at his or her point of need
• Confidently ask the customer to buy

Wednesday, December 4^th: 1-Day Power Up Teaching, Coaching, and Mentoring Workshop

Highly successful leaders teach, coach, and mentor effectively. In this 1-day class, leaders develop these qualities through interactive discussions and exercises, which combine group problem solving, role-playing, and application. Participants will emerge from this event having the knowledge and skills to:

• Explain and practice the principles of teaching, coaching, and mentoring
• Identify the competencies a manager must develop in order to be an effective coach and inspiring mentor
• Educate and inspire team members
• Relate coaching and mentoring to the performance management context
• Implement positive accountability to drive team members to their goals and dreams
• Make a difference through personal and professional mentorship to achieve success

Thursday, December 5^th: 1-Day Winning Words Sales Workshop

This comprehensive 1-day class provides you with the cutting-edge techniques to successfully handle soft and hard issue objections, increase gross profit, and sustain positive results with the following goals:

• Collapse customer confrontation through positive, service-based communication
• Develop dynamic closing skills
• Increase unit sales
• Establish a referral base
• Explode revenue 

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Tell us about your role and how long you’ve been with Woople? 

I have been with Woople since it began in 2010.  

How did you get involved with this line of work? Is it something you had studied in college?

I graduated from the University of Kansas with my Bachelor of Science in Business Administration…concentrating in Accounting. Being the CEO is in line with my degree, but most of all I am inspired every day by how Woople makes a difference in people’s lives.

What is a typical workday like for you?

A little bit of everything! Cultivating our culture, helping teammates tackle their challenges, getting out in the community, looking at financials…you name it…whatever it takes!

What do you enjoy most about your job?

The people and the culture of our company   

What challenges do you face? Do you feel that Woople prepares you to handle these situations?  

Woople has helped me become a better person professionally and personally. We have the best motivational and leadership training around, and it is all a perk of the job! We are blessed!

How would you describe the culture at Woople?  

Fun, energetic, caring, giving, and focused

Tell us one fun fact about you:

I have three boys, and they are my world! Oh…and my brother-in-law is one of the Backstreet Boys. :)

Copyright 2013 Woople, LLC.

What We’re Reading

By Stephanie Wharton

Last month, we discussed the paradigms of interdependence and the six ways we can make deposits into the emotional bank accounts of other people. This month brings us to the fourth habit in Stephen Covey’s book, The 7 Habits of Highly Effective People. The first three (be proactive, begin with the end in mind, and put first things first) are designed to master self and become independent. The remaining four habits are focused on building relationships and producing interdependence.

Habit #4: Think Win/Win

According to Covey, there are six types of human interaction:

• Win/Win
• Win/Lose
• Lose/Win
• Lose/Lose
• Win
• Win/Win or No Deal (We both win or we don’t have an agreement.)

While he explains each one, let’s focus on what the Win/Win interaction looks like. Rather than technique, he says it’s a “frame of mind and heart that constantly seeks mutual benefit in all human interactions.” With the Win/Win philosophy, solutions benefit all parties involved, allowing them to feel good, be satisfied, and be committed. The problem is that many of us see things with such a competitive mindset, that every solution involves one person winning and one person losing. Covey proposes that there is a better way to see things, that “one person’s success is not achieved at the expense or exclusion of the success of others.” 

What does it look like and how do we get there? There must be the willingness and courage to look for mutual learning opportunities and benefits. There are five dimensions to the Win/Win philosophy:

1. Character: This is the foundation with the following building blocks: integrity, maturity, and abundance mentality. Integrity is the cornerstone, and maturity is the “balance of courage and consideration.” You have to be high in courage to not get walked over, but also high in consideration to keep others’ needs and perspective as equal to your own. The last trait, abundance mentality, is the simple idea that there is plenty for everybody.
2. Relationships: After building character, we must establish and sustain relationships developed through a high level of trust. This is all about the six things we discussed last month in making deposits in others’ emotional bank accounts.
3. Agreements: Out of trust-filled relationships, we next create agreements that outline the way the Win/Win solution will play out for both parties. He describes five important elements, which must be part of every agreement: desired results, guidelines, resources, accountability, and consequences. The idea is that with these elements in place and a good relationship built on trust, there is no need to control the other person or hover over daily details.
4. Systems: The systems in place must support the Win/Win philosophy. Rather than having competitive systems to motivate people, put in place cooperative ones in which people benefit through each others’ mutual success.
5. Processes: To arrive at a Win/Win solution, you must follow a process to produce that. Covey proposes these four steps: “First, see the problem from the other point of view. Second, identify the key issues and concerns involved. Third, determine what results would constitute a fully acceptable solution. Fourth, identify possible new options to achieve those results.”

Think about ways you can incorporate a Win/Win mentality at your organization, in your family, and even in your relationships with friends. Identify whether you are seeking to compete with others or to cooperate, and look for ways to create mutually beneficial solutions. 

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Copyright 2013 P.D.C.W.W.E. Inc.

By Paul Cummings

The greatest sales professionals on earth are the ones that consistently ask the best questions of their customers. They know the key to the vault is made up of great questions. You are only one great power question away from your largest commission ever, and you always will be. You are only one great power question away from expanding your market share and doubling your income, and you always will be. You are only one great power question away from a landslide of customer “yes” responses, and you always will be. Get the message. Quit telling and selling. Start asking and listening to your customers’ responses. Base your questions on the following twelve big reasons we ask questions:

• Ask questions to uncover the customer’s individual point of need.
• Ask questions to require the customer to evaluate new and different information.
• Ask questions to require your customer to give careful thought and consideration before they respond.
• Ask questions to separate you from the competition in a positive way.
• Ask questions to discover what the customer associates value with.
• Ask questions to get the customer to talk openly about themselves and their company.
• Ask questions to create an interactive, conversation-based format.
• Ask questions to help you clearly define what the customer wants and needs.
• Ask questions to identify the individual’s personal and corporate goals and vision.
• Ask questions to uncover needed areas of improvement.
• Ask questions to make your customer look at you and your offering as a value-added proposition.
• Ask questions to create a fun buying environment, rather than a sales environment full of pressure.

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Copyright 2010 - 2013 P.D.C.W.W.E. Inc.

By Sue Rice

In his creed, Paul Cummings encourages all of us to live life to the fullest. It is important to realize that the people we choose to surround ourselves with help make our lives complete.

 The phrase, “To improve the quality of my life, to learn more, laugh more, care more, share more, and risk more,” relates to friendship in so many ways. As I look over the past 25 years of friendship with my very best girlfriend, I realize exactly how important our time together has been to my very fulfilled life.

 The quality of my life improved the very day I met her. I was one of the first people she called after moving to Chattanooga with her two-year-old son more than 25 years ago. Over those years, she taught me how friendship could enrich my life and others around me. 

 To Learn More: I learned that true friendship is possible. I learned how important it is to take the time from a busy schedule to nurture the bond of friendship. I also learned that it’s not the amount of time you spend with your friend, but the thoughtfulness and caring nature of your relationship. Just taking a minute to call or text every day to celebrate the good, and the not so good, will help strengthen the bond of friendship.

 To Laugh More: Yes, I learned the joy of having lots of friends and of enjoying the simplicity of gathering with them and sharing triumphs and struggles. The enjoyment of stories and laughter over a meal or a glass of wine reminds you that you are never alone. Friends bring their friends because of the contagious laughter and soon you always have buddies to explore life’s journey through travel, dining, and great conversations.

To Care More: True friendship rests on the practice of genuinely caring about your friends just like you care about your family. Life should never be too busy to pick up the phone or write a note to your friends. You never know how a friend’s life can be strengthened by simply knowing that you care about them. The fact is the more you care about your friends, the more your friends will care about you. It’s quite an amazing feeling.

To Share More:  Sharing is the most important part of friendship. True friendship is about sharing emotions, knowledge, skills, and our true selves that the outside world rarely sees. Of course, best friends share even more of their true identity. Confidentiality and trust are crucial to maintaining these conversations and deepening the relationship between friends. Sharing life’s adventures is so much fun!

To Risk More: Through true friendship I learned how important it is to listen to my friends and what is most important to them. The bond of true friendship is strengthened by getting out of your comfort zone and sharing important conversations and activities, and allowing yourself to be completely open to the friends you care about and who care about you. I accepted the invitation from my friend to zip line off of a 3,000-foot mountain in Colorado. It was the craziest thing I had ever participated in, but I had made her a promise and knew I had to follow through. That was quite a bonding moment when we made the first jump! We both survived, and we have had many laughs about our crazy adventure. 

True friendship improves the quality of your life and that of others. Encourage others around you to live life to its fullest. 

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Copyright 2010 - 2013 P.D.C.W.W.E. Inc.

October 7th: 1-Day Power Up Ethical Leadership Workshop

Join us for this world-class opportunity to elevate your leadership principles and practices to create an ethical business environment, improve your team’s success, and take the individuals on your team to their maximum potential with the following goals:

• Develop and maintain an ethical business environment
• Recruit, teach, mentor, and develop world-class performance
• Create a powerful and compelling company culture
• Establish engaging and inspiring organizational standards

October 8th: 1-Day Winning Words Workshop

This comprehensive 1-day class provides you with the cutting-edge techniques to successfully handle soft and hard issue objections, increase gross profit, and sustain positive results with the following goals:

• Collapse customer confrontation through positive, service-based communication
• Develop dynamic closing skills
• Increase unit sales
• Establish a referral base
• Explode revenue 

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What We’re Reading

By Stephanie Wharton

In this series on Stephen Covey’s book, The 7 Habits of Highly Effective People, we have discussed the three habits that move people from being dependent to independent: be proactive, begin with the end in mind, and put first things first. By incorporating these habits, individuals can go from relying on others for everything, to people who can achieve goals through their own effort. The next four habits that will be discussed move people from being independent to interdependent. 

First, Covey devotes an entire chapter to what he calls the “Paradigms of Interdependence” before he moves on to explaining more habits. He reminds us that in order to build successful relationships with other people, we must have mastered the first three habits and have the ability to govern ourselves through self-discipline. In this chapter, he provides a familiar metaphor for how relationships work, saying that each of us has an “emotional bank account,” which is essentially the level of trust established between two people. When we treat other people with kindness, respect, and dignity, we make deposits into their account. When we overreact, disregard, and break trust with others, we make withdrawals. The goal is to make a large reserve of trust to build rich relationships. He explains the following six ways to make major deposits:

1. Understand the individual. This is the key to the rest of the deposits. In order to actually make a deposit in another person’s account, you have to really know what matters to them. Covey says it this way, “What is important to another person must be as important to you as the other person is to you.”
2. Attend to the little things. This is pretty straightforward: the little things become big things in relationships. Small acts of kindness make big deposits while little acts of disrespect make big withdrawals.
3. Keep commitments. People lose faith in us if we say we will do something and then don’t, plain and simple. Failing to keep commitments is possibly the most damaging withdrawal you can make in another person’s account.
4. Clarify expectations. “The cause of almost all relationship difficulties is rooted in conflicting or ambiguous expectations around roles and goals.” Isn’t this true? Disagreement usually occurs because one person thought one thing and another person thought differently, but simple misunderstandings can lead to major conflict. Take the time and effort to clarify expectations up front.
5. Show personal integrity. Covey distinguishes between honesty, which is telling the truth or “conforming our words to reality,” and integrity. Integrity is “conforming reality to our words” or keeping promises, fulfilling expectations, and remaining loyal. “When you defend those who are absent, you retain the trust of those present.”
6. Apologize sincerely when you make a withdrawal. Sincere apologies can only be made by people who are secure enough to not worry about what other people think. Covey says powerful deposits occur from these kind of sincere statements: “I was wrong,” “That was unkind of me,” “I showed you no respect,” “I gave you no dignity, and I’m deeply sorry.” He adds that while genuine apologies are deposits in another’s account, repeated apologies that the other person hears as insincere are withdrawals. 

These six ways to make deposits positively influence relationship building, whether it’s with a friend, a spouse, a child, a coworker, or a customer. May we all begin treating other people with more kindness and respect, making daily deposits in others’ accounts!

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Copyright 2013 P.D.C.W.W.E. Inc.