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Class Materials The Laminated Card The Costigan System of Selling™ is a proven process that has helped thousands of sales professionals achieve success. What you'll learn at John Costigan's sales training courses and even on John's CD set What to Say and How to Say It, are John's proven techniques such as D.I.C.T.A.T.E., The Doctor's Process, Colombo, the MBA and the Inverted Sales Triangle. On this pocket-size laminated card, are tips to help you remember what you learned. Be sure to use John's pocket cheat sheet in your next appointment. Download the card here(PDF file).
Setting Your Goals Download the John Costigan Companies "Set Your Goals" worksheet (113KB) This worksheet is designed to help you set your goals - not just for your career, but your personal life as well. Let’s make this overview clear, concise and simple. There are four steps to goal setting. STEP 1
Begin writing down what your goals are. Brainstorm and write everything that comes to mind that you want to accomplish. Money, housing, job status, weight loss, etc.. STEP 2 You can’t just write “make quota.” You have to have a plan. What is the average size deal, how many deals will it take, how many appointments, how many phone calls each day, etc. Sign up for newsletters, seminars, training, etc. Want to be a better parent? How do you plan on doing that? Reading two books a month, going to seminars, researching parenting websites, and so on. These are just two examples. Have a plan or it won't get done! STEP 3 STEP 4 This is the most important step of all. To demonstrate, let’s go back to the first question asked in the beginning of this newsletter, “Why is the gymnasium empty come February?” We lose site of how we “feel” when we get to our goals. Either the feeling isn’t important enough or there is too much pain in getting to that feeling. If there is too much pain, the goal needs to be redefined. If it requires too much change, that will limit your ability to achieve your goal. Print, fill, review Download the John Costigan Companies "Set Your Goals" worksheet (113KB)Printing tip: The document has a horizontal layout – when printing, choose the landscape page layout. The Four Point Play Whether your reward for a job well done is a commmission check or a gift to yourself, the more often you are rewarded for your successes, the more likely you will be to keep repeating the techniques that got you there. Therefore, tracking your success - and the techniques you used - is critical so that you know how to improve, and what to do better next time. The Four Point Play scorecard will help you track your success and provide the motivation you need to keep going. Download the Four Point Play Scorecard (PDF file)
For information on PDF files and instructions on installing the free Adobe Acrobat Reader, go to the Adobe Web site. |
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