Dont Fire Them Fire Them Up!Page 6 DONT FIRE THEM FIRE THEM UP!Prepared by Terry Kew“The man who knows what a tiger is, knows how to behave in the presence of a tiger”了解老虎的人才可以，像老虎一样行动。It is a rare company that has a distinct and strong sales culture, complete with a common language for discussing, conducting and improving the sales management process. The few companies that have built such sales cultures are easy to recognize theyre a lot more successful! To achieve any improvement in sales activity (and a sales result), we have to build a strong sales culture and this will require making changes. To create genuine change in sales culture we have to create genuine change in our peoples perceptions. Our sales teams need to see things differently on a day to day basis. In most cases, they will follow the road ahead through loyalty and respect. This is the starting point of achieving change. Where no respect or loyalty is in place the likelihood of change is considerably lower. In this session we look at key areas that will create the respect and loyalty from your sales team which will allow you to build a successful and enduring sales culture and consistent, excellent sales performance. The Tiger1.Acute Listening Skills The tiger can hear without listening. Shes very aware of everything that is happening around her.Application in your club:2.Focused Vision So focused and zoned in that NOTHING ELSE MATTERS until she gets what she wants. Locks onto her prey and never shifts his focus. Always focused on her cubs keeps an eye on them day and night.Application in your club:3.A Tail For Balance Using her tail to maintain a beautifully balanced body. water flicking off as she runs. She is a highly evolved hunter. Perfectly suited to her environment. Application in your club:4.A Supple Spine Allows her to run at incredible speed. Also helps her run quickly in different circumstances to chase prey (e.g. in water).Application in your club:5.Gentle Paws and Lethal Claws Ever seen the size of a tigers paw? Enormous! Size of a dinner plate. Very soft to the touch. But razor sharp claws up to 5 inches long. Gentle with her cubs; but deadly when necessary.Application in your club:6.A Huge Heart Immense loyalty and care for her own cubs. Gives her incredible capacity to maintain high speeds while hunting. Brave a courageous even in the face of overwhelming odds.Application in your club:7.Whiskers Sensitive to Touch She uses these to feel and to sense this is the most sensitive part the tiger.Application in your club:8.Merciless And Devoted Devoted and loyal to family Viciously protective and aggressive in taking care of its own First feeds the cubs. Then actively trains them to huntApplication in your club:9.Leads from the front Doesnt send cubs out to hunt on their own while she waits under a tree in the shade! She goes out to hunt with them. Coaching them. Growing and developing them in the ways of the wild. The cubs become like their mother with their habits (incl. their discipline).Application in your club: