Exciting News for the Griffin Hill Sales System!

You’re familiar with Griffin Hill’s Sales System, but soon you will be able to experience it like never before. Griffin Hill has partnered with eLearning Brothers, an awesome company that produces eLearning Templates, custom eLearning courses, and more recently customizable eLearning courses that you can tailor to your business’ needs.

We have been working with eLearning Brothers to create a customizable online course for our Sales System–one that you will be able to implement and customize according to your needs! This course will include eLearning source files, classroom materials and PowerPoint presentations.

In the words of our founder, Dr. Scott Baird, “For us to be able to partner with eLearning Brothers is a delightful proposition, we’re very excited about what they’re doing and honored to be partnered with them.”

We are thrilled to be partnering with eLearning Brothers, and excited about what that means for you and the way you will be able to perform using the Griffin Hill Sales System!

Check out the development of our course here.

And get our free course here.

Harness the Power of Journaling

For so many years while growing up, I would go to the store and pick out the perfect journal to write in– one that I felt reflected some aspect of my personality. One that I would be excited to write in. And I would do really well at writing in that journal every day for a few weeks, until eventually, I would forget about it. About a year later, I would once again get the inspiration to write in a journal, buy another one, and repeat the cycle, without any goals or strategies for journaling in place. This kind of struggle is very common. You might have a stack of similar, barely used journals tucked away in your attic as well. The problem with this kind of journaling is that there is no method to it, nothing to keep you accountable, and no way to truly measure your progress.

Lucky for us, Griffin Hill offers the High Performance Journal. The High Performance Journal is designed with the principles of semantic priming, question-behavior effect, and mental elaboration.These three principles together make the High Performance Journal a powerful tool that you can use to improve your work and your personal life.

The principle of semantic priming is the theory that people respond differently depending on the words they see on a page. The High Performance Journal uses simple words to guide you to think about what you truly want– your Desired Outcome. Question-behavior effect proves that people are more likely to act when prompted with a question rather than a statement. At the end of your journal entry you must ask yourself, “What am I willing to do to make my desired outcome a reality? What are the actions I can commit to?” The desired outcome portion of the journal also relates to the mental elaboration theory. By thinking of what your desired outcome is, you must synthesize what it is you wrote in your journal, and think of it in a different way. This kind of strategy helps you to make connections and clarify your thoughts in a much better way.

With the High Performance Journal, you will have a much more systematic, productive way to journal. You will have one central location for all of the journals you desire. You will also get a lot more out of your journaling experience as you begin to think more deeply about your experiences and the things you desire to accomplish and achieve each day. The High Performance Journal is simple to use. Take a few minutes each day to reflect on what you have done, learned, and experienced, record it in your High Performance Journal, and watch how your life changes for the better!

Understanding the Needs of Your Client

After two decades of research, we have discovered that five categories offer the most efficient description of genuine benefits.  These categories are represented by five words, each beginning with the letter P.  The five categories are:

Pain relief, Preservation, Pleasure, Profit and Prestige.

The 5 Ps can be matched with Abraham Maslow’s hierarchy of human needs.  Maslow argued for several levels of human needs, the most basic of which is the need to satisfy hunger and thirst (pain relief).  Succeeding levels of need include the need for safety (preservation), love and belonging (pleasure), esteem (prestige) and growth toward self-actualization through education, justice, beauty and order – needs which commonly require financial resources (profit).  These 5 Ps are the most efficient way of categorizing the real benefits you can offer a customer.

Maslow’s hierarchy of needs provides some guidance to the meaning of each of the 5 Ps.  When a suspect is experiencing pain, frustration, difficulty or hassle that can be solved by your product or service, you offer a pain relief benefit.  If the suspect is under threat from a competitor who is encroaching on market share or an environmental condition that could destroy them, they are in need of the preservation benefit that would protect them from the danger or demise. Expanding or introducing positive conditions provides a pleasure benefit.  Increasing the esteem of your suspect in the eyes of his peers, subordinates or supervisors is a prestige benefit, and increasing revenues or cutting expenses is a profit benefit.

Finally, benefits are powerful enough to stand alone, while features must be accompanied by benefits.  When the occasion permits, the use of features can strengthen the benefit claim but features are not required when posting benefits.  On the other hand, if you choose to use a feature in your conversations with a suspect you must also use a benefit.  Remember, when you talk about features you talk about you and suspects are only interested in themselves.