To be successful in the future
the rate of internal innovation
must exceed the rate of
external innovation
II > EI
World-Class
Passion
Strong
Economic
Value
Profitable Business
You MUST have all three!
Effective Strategy =
Valued Differentiation x Disciplined Execution
(T + C + ECF) x DE = BE
4+2
The Four Primary Practices:
1. A sharply focused, clearly communicated and
well-understood strategy for growth.
2. Flawless operational execution that
consistently delivers the value proposition.
3. A performance-oriented culture that does not
tolerate mediocrity.
4. A fast, flexible, flat organization that reduces
bureaucracy and simplifies work.
The Secondary
Management Practices:
• Talent = find and keep the best people.
• Key leaders show commitment and
enthusiasm for the business.
• Embrace strategic innovation.
• Master the power of partnerships.
From the CEO of a little 240+ billion dollar company…
Look, what is strategy but resource allocation?
When you strip away all the noise, that’s what
it comes down to. Strategy means making
clear-cut choices about how to compete. You
cannot be everything to everybody, no matter
what the size your business or how deep its
pockets…
You have to figure out what to say NO to.
Jeffrey Immelt
Consultative Sales Excellence : Rules of the Road
Success in sales is about
having the right mindset
Typical Evil Salesperson
Talk too much
Talk about themselves way too much
Talk about their company/products way too much
Don’t know my business
Don’t understand my customers
Don’t know their own products & services
Don’t tell the truth
Don’t deliver on their promises
Only worried about their commission
Can’t prove their value
WASTE MY TIME!
The Goal: Trusted Advisor
•
See themselves as a “professional” and selling as a “craft”
•
Asks superb questions
•
Listens attentively – takes great notes
•
Understands their customer’s business
•
Understand their customer’s customers
•
Is an expert on their products & services
•
Is customer focused – not “closing” focused
•
Tells the 100% truth at ALL times
•
Keeps their promises
•
Can clearly demonstrate superior value
•
Never wastes a client’s time
Trusted Advisor
Unique
Value-Added
Solutions
Expert on the
Customer
Expert on Your Products &
Services
Expert on Your Industry
General Business Knowledge
Perceived Value
TRUSTED ADVISOR
MEDIUM
LOW / NO
The 4 Cs of TRUST
HIGH
Affection
TRUST
Dis-trust
Respect
Concern
LOW
LOW
Competence
HIGH
The Mantra of the Trusted
Advisor
I am good at what I do…
and I do it because I care about you.
Technique is NOTHING…
Intent is EVERYTHING!!
Let me make this VERY simple…
• Sales results are
directly proportional
to the number of
well-planned and
professional sales
calls made to Key
Decision Makers at
highly targeted
prospect accounts.
Exact Right Solution
Clarifying expectations is critical…
OPUD vs. UPOD
Forget about your company, products and services…
Fearless
Flexible
Fun
Slow Down for Yellow Lights
Lose Early
Handling Objections
Expert Questioning
Read Pages 21 - 23
S.C.C.C.S.
Create a
Gap
Current State vs. Desired State
Amplify
Costs
Money – Time – Resources - People
Positive - Negative / More – Less
Business / Personal
Build a
Solution
Theirs first – Yours last
The Keys to Referability
Simple… but NOT
Easy!!!!
And the first step is the hardest…
You and your
business MUST
be…
How the Best Get Better
Strategic Coach: Dan Sullivan
Show up on time
Do what you say you will do
Finish what you start
Say “Please” & “Thank You”
Give a little more than they expect
Ideal Client
Build it into the agreement…
• If I exceed your
expectations, in addition
to my fee I am going to
ask you to send a
minimum of 20 strong,
personal referrals to
anyone you feel would
find great value in the
sort of work I do.
Thank You!!!!!
It is absolutely MY pleasure, I am extremely
glad you are pleased… You know, in 20 years
of doing this I have found that 99.9% of my
NEW clients come from happy current clients
telling their fiends and colleagues about my
programs. So the very best possible way to
thank me would be if you could send a strong
personal note of referral to anyone you feel
might also benefit from the sort of work I do.
K
N
L
Tim Sanders: Love Is The Killer App
Cultivate HUBS
K
N
L
Tim Sanders: Love Is The Killer App
Add REAL value through Social Media
Websites
Instant
Messaging
Blogs
Online
Communications
Email
Gamification
Social
Networks
Mobile
Phones
You MUST have a referral process
Identify
Ideal
Customer
Know
Like
Trust
Try
Buy
Repeat
Refer
Ideal
Customer
From John Jantsch: The Referral Engine
EARN
and
ASK!!!
Thank You