outcome based selling july 15th 2014 cpa event
DESCRIPTION
Outcome based selling slide deckTRANSCRIPT
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Outcome Based Selling
July 15, 2014Gwinnett Chapter
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Speaker: Tony Merendino ServIT - CEO
www.servit.net
• The University of Tennessee at Chattanooga BA, Business Management• Over 25 years of experience in Executive level positions in
the arena of technology • Owner/CEO of 3 Technology firms• Former professional athlete - NFL • Organic farmer – Cattle/Angus Beef• Motivational speaker
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Speaker: Greg Wartes – Account Executive
www.servit.net
• East Carolina University – Professional Sales and Marketing, 2000 • Microsoft Certified Business Management Solutions Professional• Cloud Technology Enthusiast – Published in:
• Wall Street Journal• Redmond Channel Magazine• Huffington Post –• Microsoft Case Study
• Former Golf Professional
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AGENDA
Product Based
ServIT Journey
Process Based
Outcome Based
Your Thoughts?
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All Inclusive Services:PrintingManaged BackupIBM Power SystemsApplication and User SupportInfrastructure SupportCloud ServicesEmail Solutions
Technology Services:On-Site MaintenanceMovesTechnology RepurposingTechnology RentalsDepot RepairFree AS400 AdviceComputer Repair
Company:In business 18+ yrs.16 States$22M AnnuallyClients globally100 W-2 Employees
www.servit.net
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a bunch of saleman
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Perspective-Seeing
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Context
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World Changed
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The World is Flat
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Rock-Stars of Change
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Factory Model: Godin
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The New Normal
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VS.
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The Internet
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Merger & Acquisition
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Individual
Individual Transformation:• Physical• Belief System
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Reptilian Brain
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Transformation
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Obstacles
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3 Methodologies
•Product•Process•Outcome
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Dinner Break/Questions
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Product
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Money $$$$
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Inventory 90k SKUs
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“My stuff is better than your stuff”
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Race to the bottom
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Process
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“my guy is better”
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Great service
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Outcome Based
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Winning
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Performance
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Life Style
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Outcome Based Selling
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The NEED
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The Goal
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The Value Gap
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The Selling TrilogyCreating the Brand:
Differentiated based on a characteristic of the product.
Differentiated based on the method of distribution or delivery.
Differentiated based on the outcomes you provide relative to the agendas of your clients/ prospects.
PRODUCT PROCESS OUTCOMES
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Economic Darwinism“ If you are not – on a daily basis –
flexing and adaptingto the changes taking place
in your prospects/clients’ marketplaces…you are not leveraging
the only true, God-givencompetitive advantageyou have been offered.”
- Max Carey
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Blueprint for Flexibility & Adaptability:
1) Gather market intelligence daily2) Mobilize multiple eyes and minds3) Force action4) Engage customers and prospects
Economic Darwinism
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If you focus on them?
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What’s in it for you?
•Reoccurring Revenue•Profitability•Cash Flow
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Questions
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Raffle