Thanks for the opportunity to provide a proposal for Training Services for your Team. My intention is that you find the Training efforts I propose to be thorough in providing resources to address your needs, and effective in its manner of delivery.

As you may have probably experienced, it's not enough to just deliver a Training experience or Keynote address to your Team. The only measure of success of any training effort is the behavior that is changed, and the results that are produced from that behavior.

That is why I believe in customizing the effort to meet the individual needs of each participant, and providing a structure to effectively bridge the gap between exposure to new ideas and their application of those ideas in the field where it counts.

The training and keynotes I conduct are based on Modeling the most resourceful beliefs, strategies and skill sets from the best and most productive members of your team. We then create a climate and structure in the Training experience to duplicate these points of view and strategies throughout the rest of the team.

The more specific the strategy or skill set is that we can identify, the easier it is to train and compel another player to use it. This is why our first discussion is the most important aspect of the effort. I will assist you to identify and prioritize the most effective strategies that are utilized already, and tell you how we empower the whole team to make them their own.

Only then can we compel each player to want to contribute his or her best strategies to the rest of the team as well. The end result is a constant flow of new ideas and improvements to create effective business practices that are sourced by the people actually using them. Specific strategies and results are what are most certain to get other peoples attention. Nothing speaks louder than success.

My relationship with you as a member of your team is pivotal. We tag-team to provide "Turbo Coaching" and influence the participants to make the changes in behaviors and habits that truly produce the results we desire.

Please call ahead with any questions or points you'd like to discuss further, otherwise, I will look forward to speaking with you in a few days to schedule a meeting or conversation over the phone.

Thank You for Your Interest!

Successfully and Positively Yours,

"Jimmy Z" Zawiski
President

PROPOSAL FOR TRAINING

PHASE I - Kicking Off The Sessions

The first phase of the Training sessions begins with a three and a half hour Building Bridges™ Workshop. This Kickoff session is designed to lay out the foundational principles and beliefs to create the Teams commitment to reinforce and consistently improve their skill sets.

It will also start them off with some immediate feedback on the power of integrating new skills and beliefs into their existing sales generating or Management process, culminating with the exciting physical metaphor of Board-Breaking to demonstrate their ability to immediately apply what they have learned.

The content of the session is as follows:

The Building Bridges™ Workshop
Communication Tools for Optimizing Customer and Colleague Relationships

Out of this session the participants will learn and utilize:

• The Power of Modeling: How to elicit and duplicate the Beliefs, Strategies and Physiology of excellence to produce outstanding results in a fraction of the time it takes others to develop the same level of results from scratch.

• The Personal Performance Model: Recognizing how four innate abilities we already have;
  
  1. Our ability to tap into and manage our Mental and Emotional "States"of mind, as well as induce resourceful "States" in others,
  2. Our ability to read and relate to people to create greater Rapport,
  3. Our ability to create certainty and Belief in ourselves and in the mind of our colleagues and customers, and
  4. Our ability to improve and develop new Skill Sets. We will discover how each of these four abilities effect each other positively and negatively by feeding or draining our ability to generate resourceful, productive behavior.
  
  Participants learn specific ways to be more proactive in harnessing and using these abilities to empower themselves to consistently produce outstanding results with others..

• The Pain/Pleasure Principle: How what we unconsciously link pain and pleasure to directly effects our performance and productivity. You learn not only to be more aware of this dynamic in your life, but how to use it effectively to destroy old limiting behaviors and habits, and how to condition and reinforce new habits and skills for success.

• Stretching your Comfort Zone: Each participant will shift from linking pleasure to staying in their comfort zone and pain to doing what's uncomfortable, to linking pleasure to the stretch and pain to being complacent. They also recognize a direct correlation to their growth curve and how to impact it. This serves as a great pre-frame for the impact of the Board Breaking Exercise to follow.

• The Board-Breaking Experience!: The session culminates with a physical metaphor that they will never forget! Each participant will demonstrate what they learned by modeling the Beliefs, Strategies and Physiology of a Ti-Kwan-Do Master and breaking a 1" board with their bare hands!

  To make this experience even more meaningful, each participant will write a goal, quota or limitation that has been stopping them in the past on the board such as procrastination, fear of rejection, a specific sales goal or even a health issue etc. to break through and create a line of demarcation where they will stop no more.

  Their Team Leaders hold the board while we video each participants board break so they can have an outstanding reference of themselves stepping up and doing whatever it takes to get the job done!

Phase II - Reinforcement and Consistent Improvement

The format for the Training is flexible to fit your needs and logistics. We conduct one to two hour Turbo Coaching™ Skill Sessions at a conference in breakout rooms or as a stand alone group session.

In our experience, the most effective format is a fully customized two or three day immersion for training that really changes behavior. A follow up session one week to one month later is optimal to increase accountability and carry over.

The Skill Sessions we draw upon are on a variety of topics identified by you and the team in advance to be of greatest impact on the overall teams performance and productivity.

We prioritize your specific outcomes and custom tailor each session to facilitate an easy application of the skills to their roles and job process. One to three hours of Customizing time on the phone or in person in Chicago is included in the Training fee. Some sample topics that can be utilized are:

Turbo Coaching™ to Increase Sales and Performance

• Turbo-Coaching™ for Sales People: These sessions dissect and flowchart every aspect of the Cycle of Your Sales Process and identifies the highest priorities and opportunities for growth and improvement.
  
  The group dynamic creates "Models" of the best of the best practices of your Team as well as in your industry for that matter, and compels each Team Member to capture the best ideas and strategies in a duplicatable 3X5 "Flash Card" format.
  
  They then participate in a Team Dynamic to "Stand and Deliver" what they've captured in front of the class to compete who can contribute the most value to the rest of the team. These sessions can be recorded on video and audio tape with the documentation for reinforcement after the class, as well as being used as Training Tools for future hires to get up to speed fast!

• Turbo Charging™ Your Sales Cycle: This session uses Sales DOTS™ where each participant will identify every step of their Sale Cycle creating priorities for improvement based on the Skill Sets that will make the biggest difference for them. The Team then brainstorms the best strategies to improve their closing ratios
  .
• Skill Set Inventory: The group identifies the most productive skill sets and habits, then rates themselves on where they are at now, and where they want to be. We then write out a plan to develop the skills and what evidence would result to measure it by. We will also establish a buddy system to support each other with their new commitments to improve.
  
• Prospecting and Referrals: The Winners Edge: A brief overview and examples of an effective prospecting system and how to best use it are discussed. Then, we discuss Profiling a "Class A" prospect, Asking for Referrals, Nest-egging Techniques, and how to develop a system to succeed in managing your prospects, customers and territories.
  
  They will be challenged to improve what they are currently doing to manage their Prospect/Client base for modeling by others at the next session. Jimmy Z's 12 Step Process for generating more referrals is proven to optimize your time, productivity and earning potential.
  
• The Art and Skill of Reading People Based on Values & Lifestyles: The standards for most national advertising is based on appealing to mass groups of people who share similar values and lifestyles. This session will give you insight to reading peoples values and needs, and how to adjust and frame your communication to appeal to those values.
  
• Rapport & Influence: The Mark of Excellence: We discuss the keys to reading your prospects to create a deep and meaningful rapport;the four primary Communication Styles, (Visual, Auditory, Kinesthetic and Digital) and techniques to adjust your style so that the customer can relate to you better, because you are relating to the customer better. We will also discuss Matching and Mirroring Techniques to build unconscious rapport.
  
• How to Make Contact and Get Their Interest and Attention: We discuss their best strategies for making it rain prospects; effective systems for managing those prospects; their best strategies to contact them; Ways to create interest to make them want to here your message; and Credibility builders to make them glad you're meeting with them.
  
• Telephone Techniques of Top Performers: Strategies to make the most of your phone time; tracking techniques; tools of the trade; ways to get thru the gatekeeper; effective script outlines to get your result; effective ways to put yourself in the best "State" of mind to be productive.
  
• The Art and Skill of Asking Good Questions to Qualify and Probe for Your Customers Needs: Profiling techniques to keep you calling on your most qualified prospects first; Understanding "Gambits" and how to pre-plan your customers greatest needs, Masterminding the best questions to induce pain and pleasure "States" of emotion to motivate your prospects to buy now; How to utilize product knowledge to create quality leading questions to communicate value and solutions to their needs.
  
• Creating "Turbo Teams™ to capture and communicate product knowledge: An awesome strategy to rally the Team to learn, share and utilize product knowledge with each other to communicate value to the prospect.
  
• The Art and Skill of Trial Closing Your Way Through the Sale: The Team rallies to brainstorm, capture and drill their best ideas for; Opening Trial Closes; Trade-off Trial Closes; Nail Downs & Future Based Trial Closes.
  
• The Art and Skill of Assuming The Sale From the Beginning: This session discusses strategies to assist you to know your outcome for each aspect of the sale; Framing skills to assume the sale and create certainty in the mind of your prospect.
  
• The Art and Skill of Closing and How: Closing Questions that Make Sales: The Team rallies to brainstorm, capture and drill their best closing questions and strategies to close sales. We'll cover some of the classics, but more importantly, we work them over until they become their own and they can use them at will. When they have them down their confidence and closing ratios go up!
  
• The Art and Skill of Turning Stalls and Objections Into Sales: The strategies taught here are to train the salesperson to handle any potential objections in advance, and any that do come up, you learn to effectively isolate the objection to springboard to the sale while building rapport and taking care of the customer.
  
  Understanding and utilizing this strategy transforms a salesperson from linking pain to objections to developing an inner confidence in their ability to serve the customer and thus linking pleasure to objections because they know they can handle any concern or consideration the customer may have. Absolutely a priceless skill with many tangible and intangible returns!
  
• The Art and Skill of Generating a Referral Based Business That Makes More With Less Time: This is one of the most effective strategies I can possibly teach you. You will learn some simple strategies for developing bridges to take you from the presentation to the request for referrals.
  
  It also works in any networking opportunity when you've met someone for the first time. The Team rallies to profile their best customers and then captures a list of bridges and promptings. They then capture the information as well as an icebreaker for each lead that assists them to ride on the coat tails of relationship and rapport that the referral giver has with the prospect.
  
  You will get so much confidence in your ability to get referrals that you will ask at every single opportunity you come across. This is truly a priceless strategy!

Other topics to Turbo-Charge Your Sales Cycle are addressed and flow charted with the following questions:

• How can I make it rain even more prospects and contact them effectively??

• What are the Telephone Techniques and Rituals of the Top Performers in my field??

• What and How can I find out more about my prospect in advance to serve their needs better and build more trust and rapport??

• How can I get them even more interested in what I have to offer right away??

• How can I create even more credibility for myself, my product, service & company??

• How do I find out their greatest challenges, goals and ways to serve them well??

• What solutions can I provide??

• What are my summary trial closes??

• In what ways can I assume the sale??

• In what ways can I most effectively turn objections into solutions??

• How can I create so much value for my customers that they are compelled to constantly provide me with referrals?

Turbo Coaching™ for Effective Time & Task Management

• Time Use Capturing Vehicle: Each participant uses a simple instrument to capture how they are currently using their time in their role. They then map it against their High-Payoff activities to discover limiting beliefs of pain and pleasure associated with behaviors that impede their productivity. The study lasts two weeks with a target of capturing 5 or more days for analysis.

• Principles of Effective Time Management: A brief overview of the principles of Capturing activities and commitments, Prioritizing, and Plugging them in to their schedule. This is mostly designed to be a pre-frame for what we will discuss further in The Planning Cycle.

• Time Use Analysis: Participants capture two weeks of information to establish new standards and identify benchmarks for improvement by increasing high-payoff activities and decreasing low payoff activities.
  
  Participants discover how the increased accountability influenced them to stay focused on high payoff activities. They find it hard to believe how much time is easily wasted in a day/week, and how much more productive they can be with better habits and greater focus on high payoff activities.
  
  We summarize the time spent in each activity with a summary form and identify area for improvement I then challenge them to turn these new insights into new skills and then into new habits by "working them" for another week.

• The Time Picture: Participants set goals for what kind of time they will utilize in each aspect of their role such as Face to Face Sales calls, Prospecting new business, Servicing customers and writing up orders in a given day/week. We also discuss how to stay out of low payoff activities and principles of effective delegating. ¨

• The Planning Cycle: The discussion includes Principles of Effective Planning, and we will walk through a weekly and daily planning cycle to establish higher standards of managing their time and territory more effectively and profitably. We will also discuss the pro's and con's of different planners and prospecting systems.

Fees and Terms:

• The stand alone fee for a three and a half hour Building Bridges™ Workshop without any additional or follow-up sessions is based on the number of participants, travel time from Chicago and the amount of pre-session customizing required.
  
  Considerable savings can be realized when combining these sessions into a multiple day event and/or follow up sessions. A 50% deposit is retained to reserve the date, and 50% is received two weeks prior to the event date.

• A Multi-Day event is quoted based on number of sessions contracted, number of people targeted and location of the venues.

• Additional expenses by your Company are limited to supplies consisting of Boards for breaking (approx. $1.25 per person) and copying handout packets from supplied masters for each session. The Training facility and related expenses are also the responsibility of your Company.

• The Sound System/Wireless Mike/Power Point Projector/Screen & Laptop Computer required for The Building Bridges Workshop can be provided in-house, contracted from an outside vendor or through TurboCoaching.com for groups of under 250. The fee is $450 plus freight/travel charges, and a set-up/tear down fee of $100. An optional projector and screen for a Power Point presentation is also available for $150. TurboCoaching.com/Creative Achievement personnel will interface with any provider to assure quality if contracted elswhere.

My goal is to provide you with a training program that significantly changes behavior and provides you a return on investment that is truly measurable. My efforts and contributions are designed to dramatically impact the bottom line profitability and performance of each member of the team.

I am committed to doing whatever it takes to reach that end with you, such that the rewards of our efforts create a relationship that is mutually valued more and more as time goes on. Please call my office with any questions you may have, and set up a conversation to customize this training for you Team.

Successfully and Positively Yours,

"Jimmy Z" Zawiski
President