Welcome to the e-learning program, The Passion of Magnetic Sales & Marketing. To get the most out of this program follow these steps. Each step is a tab in the Table of Contents (TOC) below the list. Be sure to save the PDF workbook for each tab as you work with it.
If you want to watch only videos, they are listed inside the Video tab. The PDF tab lists all the PDF Activity Journal links.
We believe “When you know WHO you are, you know WHAT to do.”
The foundation for Magnetic Sales and Marketing is building relationships. First, you must build a relationship with yourself – knowing who you are. From there, you build a relationship with your company and your customers/clients.
You are selling everyday all of the time. You may be communicating to a customer, a co-worker, a vendor, or a family member. You may be selling a product, service or an idea. Magnetic Sales and Marketing creates an energy that is: attractive, charming, compelling, alluring, captivating, charismatic, hypnotic, irresistible, and fascinating. People are naturally drawn to experience this magnetic energy.
All business success starts with sales and marketing. All businesses need to have their products and services represented by trained experts that carry the message of the company with pride and support. Core Passion® Magnetic Sales and Marketing is where you and your company start to become a magnet for your clients and customers in “real world” selling. This will lead to authentic sales success markers.
In this program, you will EXPLORE – who you are and what you want, who your customer is and what they want. You will MEASURE – who you are and what you want, who your customer is and what they want . And then you can PURSUE – what you want to do through a focused action plan. But it all starts with knowing who you are! You will learn the secrets of passion, profits, energy and magnets and how to use it in your sales and marketing.
It is very important for you to know there are two levels to a successful sales presentation.
The first level is the conscious level where your language must be clear, focused and educational. Your appearance must express success and your body movements must show you are listening, you care and you can be trusted.
The second level is the subconscious, the subtle message of human energy that you convey. This is where your energy needs to be expressed as confident, knowledgeable, authentic and passionate. You need to know that people can actually feel this energy or vibration you transmit. When you are authentic and passionate, people begin to develop of trust level and can actually listen to what you are saying. This is the energy they use to buy!
Most of the time in business, profit is associated with money. In sales and marketing, you are usually focused on the money numbers. In the dictionary, one of the definitions of the word profit is a valuable return, a GAIN. As you think about the profits you get from selling, what else do you want in addition to financial success?
Core Passion has a profitable system for moving energy into profits. . .
In our Core Passion profitable system, you will learn there are three powerful energy points for creating success. Each point is essential for your success as you work through the Passion Vision Action™ Process.
These are the three powerful energy points for creating success:
PASSION: Passion is an energy source. Passion is the most powerful fuel source for success. Passion is the human energy that powers business energy. Passion moves things to happen – passion creates profit.
VISION: It’s very important to have a clear vision of what you want; it is so much easier to get somewhere when you know where you are going.
ACTION: Inspired, planned actions with focused intention will create the movements necessary for success to happen.
Everything is Energy
Everything is energy, energy creates movement, and movement produces results. Let’s look at how this unseen force works. We flip a switch; energy moves and light appears. We open a faucet; energy moves and out rushes a liquid. The earth shifts; energy moves and a tsunami occurs.
Let’s see how this unseen force works within you. When Core Passion® energy is released, movement occurs, and results happen. Your Passion is the energy source that moves things to happen.
We can measure this energy – it’s unseen but you can feel it. When you walk into a room, can you tell how someone is feeling even if they don’t tell you?
The stronger the Passion– the bigger your magnetic energy field becomes
Module 1 Know Your Self
Objective: The first key to being a magnetic sales person is to know more about who you are from the inside out. Module 1 Know Your Self is designed to bring awareness to your top driving energies that show up day after day in everything you do. You will know WHY you do what you do.
For sales and marketing, it is extremely important for you to begin to understand the language of your Core Passion Codes. When you put words to this driving energy, you create clarity and focus in your marketing, your branding, your image and unique message. You have a language for your authenticity. You will use this language to become more magnetic when selling and marketing WHO you are as you do what you do.
Being authentic is living your destiny to be who you are in each moment everywhere you go. The dictionary defines authentic as real or genuine, true and accurate. When you are authentic and passionate, people can actually feel this vibration as an energy you transmit. When you are confident of who you are, people begin to develop a level of trust and can actually listen to what you are saying. This energy sets up a magnetic resonance which continues to echo even after you have finished speaking. The dictionary defines resonance as the quality of a sound that stays loud, clear, and deep for a long time; a quality that makes something personally meaningful or important to someone.
Everything is Energy
Everything is energy, energy creates movement, and movement produces results. Let’s look at how this unseen force works. We flip a switch; energy moves and a light appears. We open a faucet; energy moves and out rushes a liquid. The earth shifts; energy moves and a tsunami occurs.
Let’s see how this unseen force works within you. When your Core Passion® energy is released, movement occurs, and results happen.
Your Passion is the energy source that moves things to happen.
We can measure this energy – it’s unseen but you can feel it. When you walk into a room, you can tell how someone is feeling even if they don’t tell you.
The stronger the Passion– the bigger your magnetic energy field becomes
You’ve taken the Core Passion Assessment and for the best results, carefully review your Core Passion® Profile and report. Pay attention to your top five Codes.Activity #1
For sales and marketing, it is extremely important for you to begin to understand the language of your Core Passion Codes. You will use this language to become more magnetic when selling and marketing who you are as you do what you do.
Knowing and understanding yourself means that you have learned and developed a clear concise understanding of who you are. The key for you to become magnetic is to really understand and believe in your unique gifts. This develops your confidence. The dictionary describes confidence as a feeling or belief that you can do something well or succeed at something.Activity #2 – Codes Videos
Now it’s time to grab some popcorn and a beverage and watch the video of The Codes Introduction and the videos of each of your top 5 Codes. Watch and listen for the magnetic words that describe you. These words are your phrases of confidence.
As you watch the videos, first list your top five Codes in column one and then add a few words or phrases about each of your top five Codes that resonate and feel like you in the second column of Activity #2. Note for this exercise – Focus only on your gifts!
Objective: Knowing your customer creates and generates a strong bond of trust. You do this by developing your keen sense of listening skills and your intuition to really become aware of all the seen and unseen needs of your customer. You can develop the knowledge about your customer by standing in your customer’s shoes and seeing through your customer’s eyes. Knowing your customer builds your magnetic energy. Understanding the 3 levels of listening and improving your listening skill expands your magnetic energy.
In the Knowledge section of this module, you learn about communication techniques. As you move into the Magnetic Skill section, you learn to stand in your customer’s shoes and see through your customer’s eyes through developing your listening skills. In the Passion in Action section you expand your magnetic energy through knowing your customer and then listening with expanded awareness.
Having the interest and desire to know your customer is magnetic. In effective communication with your customer, there is giving and receiving through your sales presentation and listening for what they want and need. This improves the clarity of communication. You create a magnetic flow between yourself and your customer.
So what do you need to know for a successful sales presentation? Most important, there are two parts to a successful sales presentation.
Part 1 is the conscious level where your language must be clear, focused and educational. Your appearance must express success and your body movements must show you are listening, you care and you can be trusted.
Part 2 is the subconscious, the subtle message of human energy that you convey. This is where your energy needs to be expressed as confident, knowledgeable, authentic and passionate. You need to know that people can actually feel this vibration as an energy you transmit. When you are authentic and passionate, people begin to develop a level of trust and can actually listen to what you are saying. This is the energy they use to buy!
Let’s look at the 3 Levels of Listening and why it’s important to develop this essential skill.Watch this video, “Knowledge: Three Levels of Listening”
Level I – Internal Listening
Internal Listening focuses on the listener’s own thoughts and judgements.
Most of us will recognize this level of listening. Although we hear what the customer is saying, we focus on what it means to us. For example, we may worry about the direction of the interview or what questions we should ask next. At this stage, we simply stop listening to the customer.
Level II – Focused Listening
Focused Listening focuses on what the customer is saying.
In this level, the listener hears each individual word and how the customer expresses them. The words the customer uses and the story they tell is heard in the customer’s context. The core skills of summarizing, questioning, paraphrasing and restating are essentially used in this stage to deepen understanding and to build trust.
Level III – Magnetic Listening
Magnetic Listening focuses on more than just the words.
At this level of listening, the listener is ‘dancing in the moment’ with the customer – taking in the emotions behind the words, the body language, the gestures and the tones being used by the customer. This level of listening gives the listener a heightened sense of awareness and access to their intuition. The skill of immediacy can be applied to draw the customer’s attention to what is happening in the interview here and now.
When you understand your customer and serve your customer, your customer will respond. To learn what your customer really needs, you must watch them, talk with them, and listen to them. You must be sure you understand their concerns and overall business issues. When you understand the broad environment your customer lives in on a day-to-day basis, as well as their issues and concerns, you can apply the creative efforts necessary to design a compelling solution that will be successful.
Stand in your Customer’s Shoes
Have you stood in THEIR shoes – literally, repeatedly? Don’t assume!
“The challenge is to view every element of every part of the business through the customer’s lens; to literally redefine each element from the customer’s perspective.”
Tom Peters, Author
In Search of Excellence
See through your Customer’s Eyes
Have you looked through THEIR eyes? What do they want? When you see through your customer’s eyes, you understand your customer. The inner nature of your customer’s actions becomes crystal clear. In understanding your customer, you will better understand how to respond with your own actions and activities. This presence of understanding alters the way you behave.Activity #6 – See Through Their Eyes
You learned how to expand your magnetic energy through knowing your customer and then listening with expanded awareness. Now you can use the gifts of your Core Passion Codes as communication fuel to better give and receive from your customer.
See through your customer’s eyes by listening to what they say. When you collaborate, you are sharing and receiving ideas to achieve a common goal. This creates a win-win sales outcome. As you read through the keywords of each Code, think about a current customer and what that customer wants and needs. What energy and which codes do you need to use as communication fuel to create a magnetic flow between you and your customer?
|Recognition||intuitive, creative, inventive|
|Partnership||sensitive, understanding, supportive|
|Creativity||optimistic, enthusiastic, creative|
|Form||dedicated, organized, disciplined|
|Change||curious, rebellious, adventurous|
|Service||heartfelt, committed, responsible|
|Research||insightful, analytical, connected|
|Power||organized, principled, resourceful|
|Enlightenment||creative, imaginative, aware|
|Inspiration||inspired, passionate, intuitive|
|Mastership||knowing, intuitive, organized|
|Compassion||humble, visionary, compassionate|
Watch video, “The Close: Module 2” summary and interpretation of assessment
Objective: A key element to knowing your company’s brand promise means you and your company believe your products/services work so well that you promote a customer satisfaction guarantee. (This is a crucial to removing your customer’s buying resistance.)Watch this video, “Knowledge: Your Company’s Mission”.
When you believe in the passion and purpose of the company you represent, you become engaged at a very deep level. Your promotion becomes fueled by your own passion. When you know why your company has chosen to move into the market place to promote their products, and you believe this, you radiate confidence in your presentations. You become proud to be part of an organization that wants to make a difference. For you to be at the top of your game in sales you must believe in what you are doing.
Your company’s mission statement is your opportunity to define the company’s goals, ethics, culture, and model for decision-making. The best mission statements define a company’s goals in at least three ways: what the company does for its customers, what it does for its employees, and what it does for its owners. Some of the best mission statements also include what the company does for its community, and for the world.
A brand based on a compelling promise creates loyalty beyond reason. This means that customers will stay with you through thick and thin. When the customer is connected to you for more than analytical reasons, they believe in their hearts that what you offer is the best.
Activity #8 – Brand Mission and Vision
Let’s look at the 4 areas of the brand promise. When this message is properly drafted and authentically delivered, this is very magnetic. Here are some questions that will give you answers for how your company’s Brand Promise is actually promised, marketed, delivered and upheld?
Activity #9 – Brand Execution
Promised: What is the promise? What happens when the product or service fails to perform as promised? Is there a place on the website to review customer satisfaction ratings? Enter your answers in the Module 3 Activity Journal.
Marketed: When marketing the product or service where is the promise shown or told? Is it in bold print? Is it at the beginning or the end of the marketing story? Is it a key marketing feature?
Delivered: How is the customer satisfied if the product or service fails? How easy or complicated is the process to deliver customer satisfaction? How long does it take to achieve customer satisfaction?
Upheld (Guaranteed): What does the customer receive to be satisfied? New product? Free returns? Is additional service provided at no additional charge? Is there a follow up process to make sure the customer is really satisfied?
Objective: We all know that customer loyalty is the key ingredient to a successful and sustainable business. But how do you create it? You focus on your brand. When you place your intention and focus on a designated target, you can achieve powerful results.
This exercise will build your focus and create evidence in the power of focus. What you need is a 12”piece of string and a small washer to do this exercise. Fold the string in half and tie the ends together, now slip the string into the washer and create a slipknot to keep the washer and the string connected. Now you have a free swinging “coin” at the end of the string to use as a measurement tool.
Get a blank piece of paper and draw a 6″ wide circle with a cross dividing it into four pie slices. Hold your coin above the center at the intersection of the lines. With only your intention and your focused energy, cause the coin to move up and down along the line. When you are able to move the coin (washer) along the center line with just your thoughts, you are mastering the magnetic skill of focusing your beliefs toward your intention to achieve results.
Activity #10 – Focus Observations
Enter your observations in Activity #10 in the Module 3 Activity Journal.
If your total score is 15 or higher you and your company are aligned and magnetic!Watch this video, “The Close: Module 3”.
Passion in Action
Magnetic Sales Assessment
Knowledge: Effective Communication
Knowledge: Three Levels of Listening
Passion in Action
Passion in Action