TEAM MASSIVE RESULTS

MULTIPLIER 1 Opportunities To Do Business

*

1
2
3
4
5
6

Billboards/Posters
Catalogue Groups
Cinema Advertising
Daily Newspaper
Directories
E mail campaigns

Advertising
Advertising
Advertising
Advertising
Advertising
Advertising

51
52
53
54
55
56

7
8
9
10
11
12
13
14
15

Fax Outs
Fridge Magnets
Industry Newsletter Ads
Internet marketing
Letterbox Flyers
Local Newspaper Ads
Magazine Ads
Micro Sites
Newspaper, Magazine & Newsletter
Inserts
Parish Magazines
Pavement Flyers
Radio Advertising
School Newsletter Ads
Shop-a-Dockets
Sponsorships
Taxi Backs
Television Advertising
Trade Journal Advertising
Web site
White Pages
Yellow Pages
Buy database Lists
Direct Mail
Piggy Back Invoice Mailings
Post Card Mailings
Licensees / Franchisees
Open New Territories
Trade Longer / Different Hours
Create an Industry Newsletter
Host Beneficiarys
Presentations
Press Releases
Seminars
Seminars/Events
Public Relations Pieces
Strategic Alliances
Write a Book
Change / Open More Locations
Market Days
Test & Measure
BNI
Chamber Functions
Fundraising Campaigns
Increased Visibility

Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Advertising

57
58
59
60
61
62
63
64
65

Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Advertising
Data
Data
Data
Data
Expansion
Expansion
Expansion
Expertise
Expertise
Expertise
Expertise
Expertise
Expertise
Expertise
Expertise
Expertise
Location
Location
Measure
Networking
Networking
Networking
Networking

66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100

16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50

Multiplier 1-5

Internet Networks
Networking
Networking Functions
Social Networking
Trade Associations
Blimps, Balloons, Plane Banners and
Skywriting
Blogs
Brochures
Business Cards
Catalogues
Competitions/Surveys
Fetes & Shows
Named Promotional Gifts
Network Marketing
Open Days & Sign On Days

Networking
Networking
Networking
Networking
Networking
Promotion

Party Plan
Referral System
Shopping Centre Promotions
Trade Catalogues
Uniforms/Name Tags
Video / In-store Displays
Bird Dogs
Cold Calling
Distributors / Agents
Government Programs / Contracts
Salespeople
Telemarketing
Tender Lists
Warm Callings
Building Signage
Car Signage
In-store & Sidewalk Signage
Passing Trade
Point of Sale Material / Displays
Product Packaging
Stickers and Tags
Window Displays
Provide Team Selling Incentives
Team Buying Incentives
Barter / Trade Exchanges
Trade Shows
Charity Events

Promotion
Promotion
Promotion
Promotion
Promotion
Promotion
Search
Search
Search
Search
Search
Search
Search
Search
Signage
Signage
Signage
Signage
Signage
Signage
Signage
Signage
Team
Team
Trade Bodies
Trade Bodies
Networking

Promotion
Promotion
Promotion
Promotion
Promotion
Promotion
Promotion
Promotion
Promotion

Tel 0845 4309224

www.teammassiveresults.com

TEAM MASSIVE RESULTS

MULTIPLIER 2 Conversion Rate
*
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44

45
46
47
48
49
50
51
52
53
54
55
56

Define Your Uniqueness

Written Guarantee
Train entire team in Sales/Service
Develop Your Own Product Line
Sell an Exclusive Line
Provide Quality Products
Written testimonials
Team Member Profiles
Allow Mail Order, Home Delivery
Re-write Quotes, Tenders & Proposals
into Action Plans
Use Prospect Questionnaires
Greet Prospects & use their Name
Give away to get back, Reciprocity
Target better prospects
Customer Promise
Create pre-eminence
Video Testimonials
Involve Raving Fans
Measure OTDB
Product / Price Listings
Start a Trend / Fad
Take credit cards, cheques & Epos
Daily / Weekly cost Breakdown
Flowchart Your Sales Process
High Dress Standards/Uniforms
Try Before You Buy
In-store Merchandising
Introduce Yourself
Smile
Build Trust
Build Rapport
Ask Questions & Listen
Provide Ideas and Advice
Increase Product Knowledge
Up Sell, Cross Sell & Down Sell
Educate How to buy, What to do
Use NLP Techniques
Sell on Emotion & Dreams
Follow Up & Follow Up Again
Entertain, Wine and Dine
Competitions, with follow up
Make it easy to buy
Measure Conversion Rates
Lighting, Clean Toilets, Air
Conditioning, Kids Room, Snack Bars
and Background Music
Bulk Buy Specials
Change your Direct Mail pieces
Stay in touch, cards, newsletters
Gimmicks with Direct Mail
Always have stock on hand
Refine Scripts
Use Powerful Language
Use Positive Language
Build Relationships
Use VAK preferences
Recruit for attitude
Train for Skill

Multiplier 1-5

Sales Process
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness

57
58
59
60
61
62
63
64
65
66

Transfer enthusiasm
Be Proud of the product and the company
Be an advocate
Provide Refreshments
Factory/Site Tours
Company profile &business cards
Print a Benefits List
Quality Brochures
Information Sheets / Booklets
data on Website

Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Team
Team
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process

67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100

FAQ's
Added Value Offers
Survey people who dont buy
Accept trade-ins
Hire more/some sales/telesales people
Charge for normally Free Advice
Allow Prepayment
Set Sales Targets
Set Profit Targets
Set add on Targets
Make an Offer
Pre-send Appointment Cards
Packaging
Audio, Video & CD sales demos
Provide a Timely Response
Increase Range or Variety
Provide a 1st Buyers Incentive
Office, Vehicle &Team Appearance
On-Hold Messages
Account Applications
Point of Sale Displays
Use Payment Plans & Financing
Reprint Press Articles
Ask for the Sale, Confirm the Sale
Scarcity & Limits, Fear & Pain
A Gift Cheque towards purchase
Offer Exclusivity
Before & After Photos / Demos
Show Samples / Example Photos
Write Companys Magic Story
Display Awards / Certificates
Print Companys Vision/Mission
Sales Scripts
Educate on Value, not Price

Offer
Offer
Offer
Offer
Offer
Offer
Measure
Measure
Measure
Measure
Fashion
Fashion
Expertise
Expertise
Expertise
Expansion
Environment
Environment
Distribution
Distribution
Distribution
Distribution
Distribution
Distribution
Distribution
Distribution
Distribution
Display
Display
Display
Display
Care
Care
Care

Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process

101
102
103
104
105

0800 no. & Reply Paid Address

Provide Team Incentives
Survey your past customers
Collect all prospects details
Ask for feedback

Care
Care
Care
Care
Care

Sales Process
Sales Process
Sales Process
Promotion
Promotion
Promotion
Offer
Offer
Offer
Offer

Tel 0845 4309224

www.teammassiveresults.com

TEAM MASSIVE RESULTS

MULTIPLIER 3 Average Sales
*
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50

Increase Your Prices

Gift with XX Purchase
Team Incentives for Bigger Sales
Customer Incentives for Bigger
Purchases
Carry Exclusive Lines
Rearrange Store Layout
Impulse Buys
In-store Merchandising
Point of Sale Material
Product Packaging
Create Bulk Buy Deals
Create a Quality Image
Measure the Average Sale
Give Away Perceived Value
In-store Promotions

4 for the price of 3 offers

Buy one get one Free offers
In-store Video Promotions
Suggest Most Expensive First
Stock accessories
POS showing customisation
Ask people to Buy Some More
Up Sell
Cross Sell
Add On Sell
Down Sell
Use a Checklist
Use a Questionnaire
Allow Payment Terms
Arrange Easy Finance
Sell with an Either/Or Question
Create Package Deals
Take Cheques
Take Barter Cards
Take Credit Cards
Make sure clients know your full
product & service list
Charge Consulting Fees
Sell Service Contracts
Sell Extra Warranty/Insurance
Train Your Team
Use Sales Scripts
Train Your Customers
Stock More High Priced Ranges
Only Service A Grade Customers
Sack C & D Grade Customers
Allow Trade-ins
Encourage Trade ups
Offer Home Delivery
Charge for Delivery/Post & Package
Stop Discounting

Multiplier 1-5

Pricing
Incentive
Incentive
Incentive

51
52
53
54

Add value
Red Light Specials
Educate on Value, not Price
Store, Team & Vehicle Appearance

Sales Process
Sales Process
Sales Process
Sales Process

Layout
Layout
Layout
Promotion
Promotion
Promotion
Promotion
Promotion
Promotion
Promotion
Promotion
Promotion
Promotion
Promotion

55
56
57
58
59
60
61
62
63
64
65
66
67
68

Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process

Promotion
Promotion
Promotion

69
70
71
72
73
74
75
76
77
78
79
80
81
82

Provide a Shopping List

Have a Minimum Order Amount
Allow Lay-By
Make it easy to buy
Second Face
Resolicit
Prospect for trade up.
Build Rapport / Treat as Special
Have up sells available
Have up sell Scripts
Create add on Bundles
Make it easy to add on
Position add ons strategically
Make add on offers available even after the
sale
Encourage Customisation
Double check order before finalising
Set an Average Sale Goal
Focus on Average Sale

Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process

Sales Process
Sales Process
Test & Measure
Test & Measure

Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process

Tel 0845 4309224

www.teammassiveresults.com

TEAM MASSIVE RESULTS

MULTIPLIER 4 No. of Transactions
*
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29

Build a Relationship
Create a better service
Make your customers feel really special
Give your customers magic moments
Know what your customers want
Define your uniqueness
Keep clients vital information for them
Tell your Magic Story
Become their Friend
Measure retention
Survey lapsed clients
Tell them Your Full Name
Track buying patterns
Understand why people leave

Loyalty
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Uniqueness
Care
Care
Care
Care
Care
Care

Increase Product Obsolescence

Introduce Upgrades Regularly

Calendar Timeline of Communication
Celebrate Birthdays and anniversaries
Collect a Database of Past Clients
Continually Clean up your database
Direct Mail Regular Offers
Direct Mail Special Offers
Information Nights
Keep Good Data on Clients
Marketing Calendar
Reminder System
Rolling Timeline of Communication
Run a Frequent Buyers Program
Send out a Newsletter

Change Cycle
Change Cycle

Communication
Communication
Communication
Communication
Communication
Communication
Communication
Communication
Communication
Communication
Communication
Communication
Communication

30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50

Special Occasion Cards/Gifts

Tele market
Use Call Cycling
Increase Your Range
Keep in Regular Contact
Deliver Consistently & Reliably
Inform Customers of Entire Range
Streamline Your Service
Create a Membership /VIP card
Closed Door Sales
Fax Sales
Free Upgrades for more Loyalty
Give out Members Cards or Key rings
Know your customers Name
Loyalty Programmes
Named Promotional Gifts
Offer Service Contracts
Past Customer Events/Promotions
Use a Multiple Purchase Card
Accept Trade-Ins
Offer Incentives / Rebates

Communication
Communication
Communication
Communication
Contact
Ease of Buying
Ease of Buying
Ease of Buying
Loyalty
Loyalty
Loyalty
Loyalty
Loyalty
Loyalty
Loyalty
Loyalty
Loyalty
Loyalty
Loyalty
Offer
Offer

Multiplier 1-5

51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79

Pre-sell or take pre-payments

Product of the week / month
Sell other peoples Products & Services
Till Further Notice Deals
Labels and Stickers
New Product Launches
Rent / Sell your Database
Ask them to come back
Catalogues so Visitors can re-order
Contracts
Cooperative Promotions
Educate on Full Value
Follow Up & Follow Up Again
Increase Credit Levels
Keep a diary of Expiry dates
Offer Free Trials
Offer on next purchase
Post Purchase Reassurance
Plan Future Purchases with clients
Pre end of warranty checks
Provide a Shopping List
Re-book next visit now
Run Competitions
Sell more consumables
Socialize with Clients
Suggest Alternative Uses
Target likely Repeaters
Train Your Team
Always have Stock

80
81
82

Build Trust
Under Promise & Over Deliver
Incentivise team for repeat sales

Offer
Offer
Offer
Offer
Promotion
Promotion
Promotion
Sales Process
Sales Process

Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Stock
Optimisation

Tel 0845 4309224

www.teammassiveresults.com

Style
Style
Team

TEAM MASSIVE RESULTS

MULTIPLIER 5 Margins
*

1
2
3
4
5
6
7
8

Increase Your Margins/Prices

Pay No Overtime
Reduce Team Size
Reduce Directors Fees
Negotiate Employment Agreements
Team Incentives Based on Margins
Set Monthly Expenditure Budgets
Better Negotiation Skills

Margin
COP
COP
COP
COP
COP
COP
COP

51
52
53
54
55
56
57
58

Reduce ALL Costs by 10%

COP

59

10
11
12

Buy Direct
Manufacture Yourself
Work from Home

COP
COP
COP

60
61
62

13
14
15
16
17
18
19
20
21
22
23
24
25
26
27

Have a Mobile Business

Join/Start a Buying Group

COP
COP
COP
COP
COP
COP
COP
COP
COP
COP
COP
COP
COP
COP
COP

63
64
65
66
67
68
69
70
71
72
73
74
75
76
77

28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50

Reduce/Eliminate Taxation Expense

Negotiate Fixed not Variable Expense

Employ People In-House
Outsource
Move Premises
Pay Cash rather than Loan Interest
Only Buy what you NEED
Rent for maximum tax write off
Change Accountants
Beg, Borrow or Steal
Keep Overheads to a Minimum
Get Phone Bills etc Checked
Have someone "own" each line of
expenditure
Keep an Accurate Database
Sell Via Direct Mail/Internet
Provide Team Training
Reduce Unnecessary Management
Increase Efficiency
Decrease Idle time
Increase productivity
Increase Utilisation
Time Management
Understand time wasting activities
Work an 8 hour sprint
Reduce Duplication
Do it Right the First Time
Recycle
Decrease Range
Rent Idle Space
Work 2 or even 3 shifts
Have Smaller Outlets
Invest in Technology
Automate as much as possible
Sell obsolete Equipment/Machinery
Sell Off Old Stock
Regular/Timely Accounts

Multiplier 1-5

Pay bonuses on "bottom line"

Take Stock on Consignment
Lower tied up in Inventory
Only Sell Fast Moving Stock
Buy In Bulk, pay & receive over time
Re-finance
30 Day terms to 7 days
Systematise the Routine, Humanise the
Exceptions
Use a company credit card for Bonus Points &
up to 55 days interest free
Sell More Big Margin Goods or Services
Sack Cs and Ds
Only allow your Team to buy with an
Authorised Purchase Order
NO Discounting
Sell Only Quality
Sell Via Party Plan/Multi Level
Commission Only Sales Team
Repackage Smaller/Own Label
Promote Idle Time
Charge for a Finance Facility
Know Your Actual Costs
Work Costs as Percentage of Sales
Stop Running Ads that dont work
Measure Everything
Hold regular accounts reviews
Compelling Scoreboard
Sell Your Own Label
Sell an Exclusive Label

Efficiency
Leverage
Leverage
Leverage
Leverage
Leverage
Leverage
Leverage
Leverage
Margin
Margin
Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Sales Process
Test & Measure
Test & Measure
Test & Measure
Test & Measure
Test & Measure
Test & Measure
USP
USP

Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency
Efficiency

Tel 0845 4309224

www.teammassiveresults.com