Beruflich Dokumente
Kultur Dokumente
Newsletter
Week ending 13th of August
2011
E1 - Excellence & Execution
Technical Material
Setting up Morning Appointments
When we get off to a great start, the rest of the day typically goes well. Work at selling 2 customers before noon every day. Always have 3 or 4 people to see in the morning. When you are setting evening call backs, always set up 3 or 4 people to see in the morning. If a person is a prospect to see in the morning, then rather than calling on them at night, set them up for the morning. Never start later than 8 am.
Be on the lookout all day for morning appointment prospects: People with little kids People on their way out now Moms who don't work, etc.
I truly believe that athletes achieve greatness through their mastery of the most fundamental elements of their sports. Lance spent the vast majority of January 2005 building his aerobic system because it was the foundation that the rest of his training would be built upon. If that foundation was not strong, it, and he, would cave in from the load. From February, Lance continued to build his aerobic engine, but he also spent significant time honing the fundamental skills and techniques he has spent years striving to master. Training the fundamentals involves a great deal of repetition. You have to perform the same movements over and over until your body learns to consider that movement to be second nature. In Lance's case, this meant spending hours climbing hills with his butt on the seat and his pedals moving at over 80 rpm. He was not climbing at full speed while working on his technique. During some workouts, he was under geared in order to increase his cadence above his already high climbing cadence. We needed to train his ability to maintain high cadence efforts so that he could climb during the Tour de France without falling back to old and less efficient habits. Our focus on seated climbing fitted well with his endurance training because technique work is best done at a relatively low training intensity.
If you add intensity to imperfect technique, you end up wasting effort. You train yourself to perform an inefficient movement at high intensity, which only serves to amplify your inefficiency. Athletes of all experience levels need to spend time focusing on fundamental skills and techniques. Take a cue from downhill skiers, swimmers, tennis players, golfers, and soccer players. Even the best and most experienced professionals constantly practice fundamental skills because their success at the elite level is based on their mastery of the most basic elements of their sports. The key to selling a lot of books, therefore, is to acquire a mastery of the basics. To be your own coach in the basics, rather than analyzing each house to see what went wrong, instead catch yourself doing things right. Have a checklist with you each day of the five most important steps for you to remember at each house. Heres a sample list; use it as a guide to writing your own: 1. Second approach with a smile 2. Ask to sit down at every door demo 3. Get everyone involved 4. Read testimonials in your intro 5. Let them know you need a simple yes / no today (buying atmosphere) Your list should have no more than five points otherwise it becomes too difficult to remember. Write your list out each morning at breakfast, and tape it to your pre-approach file or car dashboard where you will see it throughout the day. Praise yourself continually as you catch yourself following through on that days keys for success. The next day, you may choose to have a different list. This will allow you to achieve constant and ceaseless improvement. If you will form this habit of coaching yourself, imagine how quickly you will see improvement, for every day will be better than the previous ones. Couple this technique with a new phrase for your self-talk: Im doing the very best that I can right now, with the people Im meeting, in the circumstances Im facing.
Expect incredible results, for if you are truly practicing the checklist technique every day, then you will be walking the walk that must be congruent to talking the self-talk for success. Heres some suggestions on how to decide what to include in your daily list: Did you make less than 50 calls yesterday? => Write: Collect pre-approach on 5 houses at each call Did you give less than 30 demos yesterday? => Write: Use school name in approach Did you have less than 15 sit-downs yesterday? => Write: Second approach with a $mile Did you work less than 13 hours yesterday? => Write: Search for 3 appointments tonight and 3 tomorrow morning Did you have less than 5 total customers yesterday? => Write: Use order pad assumptively in close Did you have less than 3 strong customers yesterday? => Write: Read 5 testimonials during each sit-down Did you sell less than 100 units yesterday? => Write: Repeat the word set 15 times in demo Did you receive a cancellation yesterday? => Write: Solidify all orders with customers written testimonial Did you feel unmotivated yesterday? => Write: Im doing the very best that I can right now, with the people Im meeting, in the circumstances Im facing
Hours
Carolina Laos Raul Kerme Tambet Tallo Anep Perlov Anna Vilane Arturs Cestnovskis Elen Tsopp Janno Enno Jelena Proskurina Kristin Krv Lauma Zarina Madis Pajo* Veiko Tamm Agneta Rumpa Anni Tani Annika Kirsime* Erik Perlin Hannes Meorg Heili Rea Lapsanit Karl-Gustav Tamberg Kati Rattasepp Katre Kiv Kristjan Veskus Liisa Maria Loke Maarja Kasevli* Marie Naggel Martin Kiiskla Mihkel Vetemaa Priit Rinken Aleksei Panov Andrei Koltenko Anna Irjas Anu Rieberg Elo Sinisaar Erki Kukk* Ilja Shmarjov Indrek Kuusk Janno Jrgenson Jekaterina Rmmel Karel Kiv* 88 88 88 87 86 86 86 86 86 86 86 86 86 85 85 85 85 85 85 85 85 85 85 85 85 85 85 85 85 84 84 84 84 84 84 84 84 84 84 84 Kaur Tuttelberg Kelly Kruup Kirk-Marius Kukumgi Kristjan Ploompuu Liis Variku Liisi Tani Mardo Soo Maret Saat Markus Meimer Merily Keskll Priit Mrtin* Reet Veskioja Rosmarii Rosenthal Tnis Erissaar Alan Hoop Artur Schotter Carina Paju Christian Anderson Deniss Karamshkin Epp Sinisaar* Hannes Tammik Heigo Kriibi Helena Kase Helena Hain Ieva Matuseviciute Inge Suviste Jana Poln Jrgen Sahtel Joosep Snajalg Kadri Hunt Karel Sootalu* Katrin Kiviselg* Ken Mllo Kinne Tonnison Kristi Raudsepp Liis Kukk Liisi Jantra* Lina Strumskyte Maarja Varis Malle Seppor 84 84 84 84 84 84 84 84 84 84 84 84 84 84 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 Maria Nuudi Mart Roben* Merit Holm Mihkel Leis Raili Kivisalu Remo Jeorg* Robert Unga Sanita Aldina* Sergei Metlev Taavi Havre Tanel Kobrusepp Tiiu Vaher Timo Aleste* Triin Toom Valter Aro Veiko Tell* Aija Ulmane Aive Praakle Anni Katkosild Artjom Fraiman Aurimas Peseckis Birgit Remikll Darta Sice* Deivi Sarapson Erle Pvi Esther Kukk Eva Treifelde Eva-Liisa Viilma Evita Bole Fred-Erik Starkov Gerda Rand Harri Aro Iskander Ahmet Jan Poznahirko Janek Kiss Jrgo Jrving Juhan Toompuu Julia Zamatajeva* Kaari Lind Kadri Koort 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82
Kathriin Karus Katre Tamm Ktlin Kttis Kerttu Kompus Krista Puur Laura Galdikaite Liana Lodi Liisi Sarap Linas Caikinas Madis Raud* Madli Remmelkoor* Maiu Vares Marek Arru Margit Saidla Mari Saviir Mari-Liis Kokka Maria Kondime Maria Soome Marion Kauber Marius Zaleckis Markko Salume Merilin Tali Mihkel Moosel* Nadeda Glukova Nele Rmus Normunds Plume Olev Pihlakas Oscar Lange Oskars Muiznieks Pille Riin Aasa* Rainer Orro Rivo Toomsalu* Sonata Puckocumaite Tanel Karu Tnu Hiielaid* Timo Rohula Tomas Paulius Triin Ilves Triin Vendel Zilvinas Lelesius Agris Kalnins-Kalnmalis Aiki Otsalt Aime Klooren* Andrius Pelegrimas* Anna Bstrova Birgit Toompuu
82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 81 81 81 81 81 81
Danute Maciulaityte Denisa Chladekova* Edgaras Bomblauskas Eerik Sare Egle Rapalyte Elis Jaanson Elsa Sepping Erki Veiko Gediminas Sasnauskas Gitte Reimann Gustav Liblik Hanna Aruoja Hans Kullama* Helen Ilume Helina Kiviselg Indrek Harjak Iveta Lesovojute Ivo Lobjakas Johannes Saar Jurgis Kuksa Kaarel Sarap Kaarel Kork* Kairi Hunt Karin Katsan Kaspar Peek Kerttu Karon Kertu Biene Kristi Jeorg Kristiina Toom Kristin Kriibi Kristina Sulger Kuldar Kongo Maarja Jgi Madara Jakobsone Mari Moora Maria Grigorjeva Marju Tannberg Martin Tammejuur* Martin Raadik Martin Ligema Meelis Mikiver Natalja Jermolina Oleg Adamson Ottomar Tamm Paula Rapp Priit Priimgi
81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81
Priit Paal Raul Krebs Rene Ollino Sigrid Saare Siim htid Slavomira Vanova Stina Sistok Tanel Jppinen Tnis Pldsaar Tnis Suitslepp Toomas Pihl Veronika Kunikova Vytautas Mikalajunas
81 81 81 81 81 81 81 81 81 81 81 81 81
Calls
Erik Perlin Kinne Tonnison Agris Kalnins-Kalnmalis Oskars Muiznieks Margus Mlder Erki Veiko Anna Irjas Triin Toom Ieva Matuseviciute Kadri Hunt Eerik Sare Maarja Jgi 363 349 336 330 325 323 317 314 308 307 304 300
Demos
Anna Irjas Kinne Tonnison Kadri Hunt Darta Sice* Markus Meimer Deivi Sarapson Ieva Matuseviciute Silva anin Denisa Chladekova* Margus Mlder Iskander Ahmet Katre Tamm Metra Kupruka Maarja Kasevli* Epp Sinisaar* Gerda Rand Kristi Raudsepp Vaiva Vanagaite Olavi Must Kristin Krv Martin Kiiskla Anni Paumees Karl-Gustav Tamberg Kelly Kruup Liisa Maria Loke Ugne Zitineviciute* Liis Variku Fred-Erik Starkov Triin Toom Taavi Kivimaa Maria Nuudi Maarja Jgi Liva Mikelsone Paula Rapp Pille Pajoma Marie Naggel Anu Rieberg Hannes Tammik Madis Raud* Agris Kalnins-Kalnmalis 245 241 230 219 218 215 214 214 213 211 210 210 207 206 206 206 205 204 203 202 201 201 200 200 199 199 197 197 196 196 195 195 195 194 194 192 192 192 192 192 Laimonis eravskis Edgaras Bomblauskas Elsa Sepping Tambet Tallo Elen Tsopp Taavi Havre Nadeda Glukova Siim htid Tnis Kattai Erik Perlin Kristjan Veskus Birgit Remikll Erki Veiko Madara Jakobsone Sergei Zunajev Lina Strumskyte Eva-Liisa Viilma Evita Bole Ktlin Kttis Aiki Otsalt Eerik Sare Kristiina Toom Elo Sinisaar Elis Jaanson Laima Paskauskaite Janno Enno Ken Mllo Mart Roben* Raili Kivisalu Tiiu Vaher Valter Aro Aive Praakle Kristi Jeorg Oleg Adamson Agne Andrikyte Edgaras Drozenao Karel Kiv* Birgit Toompuu Karin Katsan Veronika Kunikova 192 191 191 190 190 190 190 190 190 189 189 189 189 189 189 188 188 188 188 188 188 188 187 187 187 186 186 186 186 186 186 186 186 186 186 186 185 185 185 185 Kaidi Eelmaa Indrek Kuusk Maarja Varis Nele Rmus Martin Ligema Brian Randall Kati Tamm Merit Holm Jan Poznahirko Johannes Saar Vytautas Mikalajunas Evert Alba Halliki Aasme Kaire Saarep Kristina Grityte Marleen Saat Arturs Cestnovskis Kirk-Marius Kukumgi Janek Kiss Jurgis Kuksa Kaarel Kork* Kairi Hunt Priit Paal Laine Kaleja Kairit Kraudok Jelena Proskurina Veiko Tamm Katre Kiv Artur Schotter Inge Suviste Kathriin Karus Madli Remmelkoor* Olev Pihlakas Anna Bstrova Doris Viikholm Lukas Breznican Polina Srjanaja Triin Junkur Janis Elpers Anna Vilane 185 184 184 184 184 184 184 183 183 183 183 183 183 183 183 183 182 182 182 182 182 182 182 182 182 181 181 181 181 181 181 181 181 181 181 181 181 181 181 180
Liis Kukk Sergei Metlev Harri Aro Kadri Koort Markko Salume Gitte Reimann Kerttu Karon Kertu Biene Mari Moora Martin Raadik Ladislav Marsik Marge Prn Maris Mger Triinu Pihlak Kristine Slisane Kristiina Hein
180 180 180 180 180 180 180 180 180 180 180 180 180 180 180 180
Sitdowns
Marie Naggel Epp Sinisaar Karl-Gustav Tamberg Kristin Paas 104 SDs 103 SDs 102 SDs 102 SDs
101 101 101 101 100 100 99 98 98 98 98 97 97 96 95 95 95 95 95 94 94 Alice Kallas Malle Seppor Jan Poznahirko Anna Irjas Kadri Koort Mari Saviir Tnu Hiielaid* Elis Jaanson Silva anin Erki Kukk* Kadri Hunt Sonata Puckocumaite Kaarel Kork* Helena Fjodorova Elinor Vutt Katrin Kiviselg* Lina Strumskyte Merit Holm Valter Aro Kaari Lind Indrek Harjak 94 93 93 92 92 92 92 92 92 90 90 90 90 90 90 89 89 89 89 89 89
Maret Saat Anni Katkosild Iskander Ahmet Pille Riin Aasa* Kaur Tuttelberg Aive Praakle Kadi Mikson Annika Kirsime* Anu Rieberg Veiko Tell* Ktlin Kttis Madis Pajo* Rainer Orro Joosep Snajalg Liisa Maria Loke Maarja Kasevli* Tnis Erissaar Remo Jeorg* Kristi Jeorg Janno Enno Veronika Kunikova
Livia Handlovicova* Karel Kiv* Priit Mrtin* Mihkel Leis Kertu Biene Carolina Laos Aija Ulmane Martin Tammejuur* Kaili Arnus Jekaterina Rmmel Merilin Tali Kuldar Kongo Elen Tsopp Tanel Kobrusepp Erle Pvi Danute Maciulaityte Mari Moora Martin Kiiskla Madli Remmelkoor* Tambet Tallo Aleksei Panov
Ilja Shmarjov Eerik Sare Arturs Cestnovskis Heili Rea Lapsanit Jrgen Sahtel Darta Sice* Maria Soome Anna Bstrova
82 82 81 81 81 81 81 81
Hannes Meorg Katre Kiv Elo Sinisaar Kristjan Ploompuu Rivo Toomsalu* Kerli Toming Jrgo Jrving Mihkel Moosel*
80 80 80 80 80 80 79 79
Olev Pihlakas Hans Kullama* Kairi Hunt Paula Rapp Annika Prt Anep Perlov Helena Hain Teele Sarapuu
79 79 79 79 79 78 78 78
Customers
Martin Kiiskla Jekaterina Rmmel Aive Praakle Artjom Fraiman Rivo Toomsalu Toomas Pihl 21 customers 21 customers 21 customers 21 customers 21 customers 21 customers
Giedrius Liutkevicius Vytautas Dalibagas Sandra Janekalne Aurimas Peseckis Liisa-Maria Loke 312 units 319 units 318 units 317 units 313 units
E1 - Excellence & Execution
Helena Fjodorova Rivo Toomsalu Martin Kiiskla 252 units 246 units 248 units
ays D
Best Days in Sitdowns
Liisa-Maria Loke Kristaps Ozols Kristi Raudsepp 136 units 167 units 169 units
eks e W
Best Weeks in Sitdowns
Ranol Kasevli Annika Kirsime Andrus Albi 1682 units 1000 units 1018 units
Liisa-Maria Loke Kristi Raudsepp Gerda Rand 436 units 658 units 409 units
MALLE SEPPOR CARINA PAJU KAAREL KORK VAHUR OLADO ANEP PERLOV PRIIT RINKEN NADEZDA GLUSHKOVA ELO SINISAAR MAARJA KASEVALI VALTER ARO DORIS VIIKHOLM ALINA SOKALSKA MARIUS ZALECKIS OSCAR LANGE SLAVOMIRA VANOVA
$6 521 $6 457 $6 443 $6 398 $6 361 $6 338 $6 302 $6 274 $6 254 $6 133 $6 075 $6 070 $6 042 $6 038 $6 033
SONATA PUCKOCUMAITE ARDO PINNA VYTAUTAS MIKALAJUNAS LIISI JANTRA INGE SUVISTE VERONIKA KUNIKOVA JANNO ENNO CHRIS UIBOPUU MARIA SOOME HELIN ILUMAE MARGIT SAIDLA AVE RANI AIKI OTSALT KINNE TONNISON VELTA VUSKANE
$6 016 $5 956 $5 778 $5 735 $5 728 $5 723 $5 720 $5 699 $5 673 $5 651 $5 636 $5 618 $5 615 $5 588 $5 587
MADARA JAKOBSONE MAARJA JOGI KADRI JOGI MADARA ZUTE KRISTJAN PLOOMPUU TRIIN ILVES KRISTI RAUDSEPP ERIK PERLIN FILIPP VINOGRAD JEKATERINA RUMMEL AIVE PRAAKLE VYTAUTAS DALIBAGAS
$5 585 $5 508 $5 466 $5 448 $5 355 $5 314 $5 279 $5 279 $5 266 $5 243 $5 091 $5 021
Everybody who earned more than $1000 last week Ranol Kasevli* Annika Kirsime* Andrus Albi* Madis Pajo* Veiko Tell* Maret Saat Tnis Erissaar Sarunas Rapalis* Tnu Hiielaid* Mari Moora Reet Veskioja Livia Handlovicova* Alice Kallas Madli Remmelkoor* Katrin Kiviselg* Tomas Michalik* Karel Kiv* Priit Mrtin* Andrius Pelegrimas* Gerda Rand FYD Allar Teder Timo Aleste* Aime Klooren* Kaarel Kork* Epp Sinisaar* Kerli Toming Ulari Teder* Priit Suitslepp* Juhan Toompuu Carolina Laos Kuldar Kongo Giedrius Liutkevicius* Vytautas Dalibagas Sandra Janekalne Aurimas Peseckis Liisa Maria Loke FYD Kristin Paas Tambet Tallo Egle Rapalyte Imbi Helm Jrgen Sahtel FYD Pille Riin Aasa* Teele Tuuling Kaspar Kork* Artjom Fraiman Remo Jeorg* Monika Valentova Aiki Otsalt Helena Fjodorova Rivo Toomsalu* Martin Kiiskla Elinor Vutt Hans Kullama* Kaspar Peek Helena Kase FYD Toomas Pihl Denisa Chladekova* Zilvinas Lelesius Erik Perlin FYD Aleksei Panov FYD Rainer Orro Kadi Mikson Elina Gailite FYD Lauma Zarina FYD Merit Holm Ilja Shmarjov Raul Krebs Slavomira Vanova FYD Eva-Liisa Viilma FYD Mihkel Leis FYD Olev Pihlakas Priit Rinken FYD Katre Kiv FYD Tiiu Vaher Iskander Ahmet Madis Raud* Mihkel Moosel* Tanel Jppinen Jozef Biz Kristin Krv FYD Anep Perlov Erki Kukk* Helena Hain Modestas Zalimas Targo Holsting* Laura Galdikaite Janno Enno FYD Siim Vilumets FYD Teele Sarapuu Heili Rea Lapsanit Harri Aro Rene Ollino Janar Saviir Kati Tamm FYD Liis Kukk Rima Meskelinuaite* Jrgo Jrving Liisi Tani Csilla Krommerova* Sergei Metlev FYD Kristin Johannes Ken Mllo FYD Anna Bstrova Sigrid Saare Madara Zute FYD Liisi Jantra* Ieva Alisauskaite FYD Artur Sirkel FYD Rytis Neniskis Esther Kukk Julia Zamatajeva* Metra Kupruka FYD Indrek Kuusk FYD Deivi Sarapson FYD Mari Saviir Marge Prn Laura Meimer* Filipp Vinograd FYD Ladislav Marsik Tanel Kobrusepp FYD Maiu Vares Elo Sinisaar FYD Kaari Lind Lina Strumskyte FYD Andrei Koltenko Martin Ligema Valter Aro Jekaterina Rmmel Taavi Havre Triin Ilves FYD
These first year dealers have been selected as SMITs for 2012 program. Your OL will talk to you about it in the coming weeks. Congratulations to the following people from all the SMs and OLs!
Kristjan Ploompuu Elen Tsopp Ktlin Kttis Jurgis Kuksa Karl-Gustav Tamberg Liisa-Maria Loke Leguar Winged+ Winged+ Winged Winged Unity
Tomas Paulius Simas Grigonis Edgaras Bomblauskas Kristiina Toom Kadri Koort Kristaps Ruska Unity Unity Unity Winged Winged+ Unity
Anna Vilane Kristina Malukaite Erki Veiko Kristina Daucionaite Marcus Puhke Ugne Cesnaviciute Unity Unity Winged Unity Unity Unity
Linda Kaliksone Tanel Karu Maria Soome Vahur Olado Lina Strumskyte Gediminas Sasnauskas Unity Winged Winged+ Leguar Unity Unity
E1 - Excellence & Execution
Eimantas Tamulionis Ieva Matuseviciute Evert Alba Tanel Kobrusepp Sergei Zunajev Erik Perlin Unity Unity Winged Winged Winged Winged+
Kristina Grityte Gerda Rand Lauma Zarina Oskars Muiznieks Unity Leguar Leguar Leguar
Madis Pajo
Ilja Smarjov
Mihkel Leis
Gerda Rand
Merit Holm
Allar Teder
Tnu Hiielaid
Jana Schmidt Liisa-Maria Loke Margit Saidla Teele Tuuling Juhan Toompuu
Andrus Albi
Ranol Kasevli
Priit Mrtin
Elen Tsopp
Maret Saat
Helena Kase
Indrek Kuusk
Kairi Hunt
Kristin Paas
Elo Sinisaar
Tanel Aruoja
Kati Tamm
Timo Aleste Deivi Sarapson Tanel Kobrusepp Veiko Tell Hannula Katrin Pandis Liis Krnas
Priit Rinken
August 17th Marit Saviir Mirjam Kasevli August 20th Sergei Metlev August 22nd Modestas Zalimas