The Goal Setting Exercise (gse)The goal setting exercise is the #1 tool you can use to get your contact both excited and committed at the same time. This exercise is a summary of everything you've discussed so far. But, it is meant to be the catalyst that drives your enrollments.
You lead into the exercise after you've covered all the benefits as a "summary".
You can state that you want to summarize those topics or you can just ask the contact if they have ever done a goal setting exercise before and transition right into the page and the reasons why it's important to set goals. It's your job to make sure they know what they want, so that you can help them get it. The first few paragraphs on the (gse) page contain information that can help you convey the importance of having goals and setting goals. Take the contact to the (gse) web page and discuss the general reasons why setting goals is good for them. Your job is to convert what you reviewed with them in the previous steps into short concise bullet points. The goal is to take the lengthy pages you reviewed with them and simplify it down to a bullet list that you can scale with. You will use the scaling system again here to confirm their strong desire for everything you've explained so far. At the top of the (gse) page, review the paragraphs on taking ownership of their goals by name & date. Instruct them to type their name and date into the fields. Have them select your name in the dropdown box. Instruct them to reach each of the boxes and confirm that they want that particular benefit by checking the box. At the end of each column, scale their desire. You scale four times on the (gse) page.
Instruct them to only hit the commit button if they truly want these goals. After they confirm and hit the commit button, let them know that an email will be sent to them that will include all the checked boxes, their name and the date they committed. You must explain that the commitment is theirs, NOT ours, and that we are here to help them acheive their goals. |
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The Goaltracker
At the workshop we spend a good amount of time goalsetting. We cover all the topics on the gse page. We have a printed version of this page that we call the goaltracker. Your objective is to provide the first introduction to setting goals in your work flow and then we will re-inforce it heavily at the workshop. After the workshop the candidate will have a physical list of their goals in hand, signed by them with a date assigned to the day they committed to their goals. The gse and the goaltracker are tools you must have to move them forward in the work flow and ultimately to enrollment.
At the workshop we spend a good amount of time goalsetting. We cover all the topics on the gse page. We have a printed version of this page that we call the goaltracker. Your objective is to provide the first introduction to setting goals in your work flow and then we will re-inforce it heavily at the workshop. After the workshop the candidate will have a physical list of their goals in hand, signed by them with a date assigned to the day they committed to their goals. The gse and the goaltracker are tools you must have to move them forward in the work flow and ultimately to enrollment.