Smith Systems
This five-step process helps drivers recognize and react to potential hazards on the road.
What is Smith Systems?
What is the significance of rolling a “6” in our sales dice game?
What represents achieving a desired outcome or closing a sale?
This aspect of a product is crucial for sales pitches, as it directly addresses why a customer would want to purchase the item.
What is the value proposition?
In Simon Sinek's analogy, what activity is sales compared to, highlighting the importance of genuine connections over boasts about achievements?
What is dating?
What is the revenue target for Target Accounts, and how many identified and qualified accounts should be in an OSR power zone?
What is $1.5 million in revenue with 25 to 30 identified and qualified accounts?
This principle of the Smith System encourages drivers to keep their eyes moving and avoid fixed staring at any one point.
What is "Keep your eyes Moving"?
In the context of sales, why is it important to track the number of attempts it takes to reach “6”?
What illustrates the concept of persistence and effort required to achieve success in sales?
In a sales pitch, understanding these can help tailor the presentation to meet the buyer's motivations and desires.
What are customer needs?
According to Simon Sinek, what should salespeople lead with instead of company success and statistics to build trust with potential customers?
What is your purpose or why?
For Target Accounts, what tool should be used to achieve 15 touches weekly, and what is the specific focus of these touches?
What is the Target Account Touch Tracker, and it is specific to Target Accounts only?
This element of the Smith System emphasizes maintaining a safe following distance to allow for proper reaction time.
What is "Leave Yourself an Out"?
How does the time limit of 30 seconds in the dice game relate to real-world sales calls?
What demonstrates the urgency and speed required in making sales calls to maximize opportunities?
This is a common strategy used in sales pitches to make the product more appealing by highlighting its unique benefits.
What is differentiation?
Josh Braun emphasizes the importance of being prepared for what during cold calls to avoid being tongue-tied?
What are objections?
By what day of the previous week should sales representatives plan out their upcoming week, and what should their calendar clearly outline?
What is Wednesday, and it should outline time allocation for various activities?
According to the Smith System, this practice involves scanning the environment to identify potential dangers in your path.
What is "Get the Big Picture"?
Explain how the act of rolling the dice multiple times mirrors the sales process.
What shows that the more attempts you make (filling your pipeline), the higher your chances are of achieving success?
During the Pitch Tournament, participants are given a few minutes to do this before presenting their pitch to the team."
What is preparation!
Simon Sinek suggests that effective salespeople should focus on which skills to understand and address the needs of their customers?
What are listening and empathy?
How many hours per week should be allocated for prospecting, and what is the expected outcome from this time allocation?
What is 5 hours per week, with 2-3 opportunities identified and updated in CRM?
In Smith System training, this concept encourages drivers to communicate their intentions to other road users, particularly through signals and eye contact.
What is "Make Sure They See You"?
This metric is often used to measure the efficiency of sales teams and is directly influenced by the number of calls and meetings made.
What is a conversion rate?
What are the 6 Steps in the the Matheson Sales Process?
What is: Lead, DMP, Opportunity, Qualification, Quote and Close steps.
In Simon Sinek's approach, what is the consequence of a salesperson oversharing their company's success and statistics, rather than focusing on the customer's needs?
What is coming across as pushy and deflecting from the customer's needs?
What are the monthly targets for opportunities, and what is the annual revenue goal for these opportunities?
What is to obtain 8+ opportunities per month, with 20-25 opportunities maintaining ~$800,000 in annual revenue?