3rd Annual FOCIS® Recognition Entry Deadline March 15

We want to hear your FOCIS® success stories! Send them in now to be eligible for cash prizes and public recognition.

For the third year in a row, Productive Strategies will recognize FOCIS® graduates who used their FOCIS® training successfully in 2008. Tell us how FOCIS® training helped you in 2008 by entering the 3rd Annual FOCIS® Recognition Contest. The best entries will earn a cash prize and public recognition in our newsletter.

Your success stories will help educate past and current students about the best uses of discovery and presentation. Thousands of people read about our winners in our newsletters each year, and the feedback is that they love reading about how their peers are using FOCIS® to be more successful.

The cash awards this year:

1st Place: $500

2nd Place: $300

3rd Place: $200

Any use in 2008 of FOCIS® qualifies if it resulted in a sale, advanced a sale, or simply provided insights you’ll use in other situations requiring persuasion. So your result might be a big sale, but it could also be an important persuasion between you and co-workers, or even between you and your family, friends, or fellow volunteers. The principles and practice of our FOCIS® training offer valuable ways to move just about any conversation forward.

Here is an example: An architect’s first use of FOCIS® was on the afternoon of his second FOCIS® workshop. He committed to the class that he would abandon his usual presentation for first meetings and spend the entire meeting in discovery. Two things happened as a result of this change in his approach: he experienced his longest first meeting ever; and the prospect informed him at the end of the meeting that she wanted him to handle this project, eliminating the need for any follow-up sales meeting!

We seek the best examples of those who used their discovery and presentation skills to reach their objectives.

To be eligible you must have taken a workshop (in any year) from Productive Strategies; your story should be from the 2008 calendar year. Send us a Word document that describes your use of FOCIS® answering the questions we have below; or mail/fax the information. Let us know the issues you uncovered and the implications that you were able to build up with the prospect. We are also interested in the outcome and the size of the sale.

We encourage you to enter even if you don’t think you have a chance to be recognized. Filling the entry form out will reinforce what you have been taught, and perhaps help you realize you need to further sharpen your discovery and presentation skills in 2009.

You can also suggest that a co-worker enter. Sales managers: Encourage your reps to enter, too. It’s a great motivator!

We must receive your entry form by March 15th. Winners will be announced in April.

Good luck!

Phil Krone             Kristin Brown          Scott Pemberton               Terry Franke

FOCIS® Contest Entry Form: (take as much room as you need for each)

Your name: ________________________________________________

Company: ________________________________________________

Issues you discovered: (Objectives or Challenges)

Implications you were able to build up

How FOCIS® made a difference (compared to your old process of either discovery or presentation)

The end result of your success: (What was the Outcome?)

Send your applications to Phil Krone at pkrone@productivestrategies.com.

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