The Market Has ChangedHave you?

paul d’souza

Who am I✤ Sales Leader and Practitioner

- from door to door sales to $4 M deals.

✤ Studied Human Awareness and invented a philosophy called Wha-Dho.

✤ Turn-arond Specialist and Consultant.

✤ Entrepreneur and Author

http://www.pauldsouza.com

This Talk

Short Video

Did You Know ?

What Changed?

Short Answer ....

Everything

Reality Check ...

It’s Ok, it’s Normal

Proof

Some big things Changed

✤Technology and the Web

✤Financial Markets and Credit Lines

✤Politics & Regulations

✤Demographics

The Good News ...

You have new “Spaces of Possibility”

The Biggest Change

✤We have never seen this type of Customer before.

✤A new Assessment of Value.

This changes everything

Today’s Customer✤ Tremendously independent

✤ Is well informed

✤ Very hesitant to spend resources

✤ Is gripped with the same fears you are

✤ Is pre-occupied with surviving this market

✤ Are well NETWORKED online - social media

e.g.; my Furniture buying process

Assessment of ValueLess cash flow = Less cash flow

✤ It’s based on Economic Principles & Human Behavior.

✤ When People Suffer - they see the world and behave differently.

✤ Human beings always move towards less pain and suffering.

✤ People are now making different buy decisions.

The Hyatt Sales Associate

I am finding it really hard to “Slow” my prospects down long enough to present them my offer or talk about my proposal.

- everything is impersonal e.g; voice mails- email me your proposal- I got this other on-line special- can you match the Priceline prices

Solution: Build rapport first then and them go through other requirements.

It’s Time to ChangeBecause the Market is too competitive to ...

✤ Think outside the box

✤ Work smarter not harder

✤ Pic the next “Google” or “Yahoo”

✤ Compete with overseas services

What do you bring to the table that’s different?

Now What?

✤ Where do you start?

✤ What do you do?

✤ What should your strategy be?

✤ Sell what to who?

Start With YourSELF

Remember ... Its always about peoplejust like you.

Or your business

organization

Tap into the “Power” that

Resides within

You are the difference✤ Chances are there is NOT another

you

✤ You have unique qualities & relationships

✤ You have the ability to assess value

✤ You have the ability to solve problems

✤ You have the ability to make a difference But are you?

Wha-Dho Sales Strategy

✤ The Principle of Purpose

✤ The Principle of Prosperity

✤ The Principle of Process

✤ The Principle of People

✤ The Principle of Practical Leadership

PurposeSpecifies the ultimate sake for which

you will act. You will have access to...

✤ Passion

✤ Resourcefulness

✤ Creative Genius

✤ A “something” that sets you on fire.

You become the competitive advantage.

ProsperityThis is a conversation of Money

that is anchored in your sense of Purpose.

✤ How much money do you need to fulfill on your “Purpose”

✤ How much revenue do you want to bring in?

✤ How big do you want your W2 to be?

Is this a $2M, a 20M or a $200M initiative

ProcessWhat will you do to make the Money

you need; to fulfill on your Purpose?

✤ Your business activity is designed to achieve success ... for you.

✤ Every action “Supports” or “Sabotages”.

✤ Design powerful action to help you win.

What you do today has got to be relevant TODAY

Accessing Revenue & Profit

Revenue and Profit reside where ...

✤ Human Capital

✤ Economic Principles

✤ Business Practices

Come together in powerful ways.

Sales 1-0-What

✤ Sales is always about addressing a need.

✤ A good sale is when two things happen ...- Customer experiences value. - You make a profit.

✤ Its always about communication.

✤ There are always people involved.Its about revenue and profit

PeopleWho are the People that will help

you execute on the things you need to do.

✤ Are they good? Can they help you fulfill?

✤ Support them, nurture them.

✤ Help them tap into their Creative Genius.

✤ Move powerfully in teams.Empower them to be your Force Multipliers

Understanding PowerSniper Rifle or Russian Artifact

That's it... That's it... One more step... One more step... clear that garbage can... BAM!

The rifle is your Process

The target is your Purpose

This is you

Without alignment with your goals.

You will not accomplish much.

Practical Leadership

✤ Its about Leverage and Power

✤ Its about Initiative and Drive

✤ Its about Motivation and Enrollment

✤ Its about Prevention and Response

The Olis Story

The Olis Story

✤ 35 year old Spectrophotometer company.

✤ Revenues not growing & bad morale.

✤ Aligned employees with interest and skill.

✤ Realigned sales strategies.

✤ Increase customer service and marketing.

✤ Got out of the way!

What Are Customers Buying

✤ Things that helps them survive this market.

✤ Solutions to problems they have to address.

✤ Real “Value” not speculation and gambles.

✤ Only from people they Trust.

David Parks Blue Point Leadership

Gerhard Gschwandtner CEO of Personal Selling Power,

Chip ConleyCEO Joie de Vivre Hospitality

Chateaux Software✤ 25 Year old Data Warehousing Company.

✤ Never had a Marketing Dept.

✤ Now they do.

✤ Communicating back to customers.

✤ Demonstrating Leadership.

✤ Educational Events and NewsLetters

✤ Very Successful with “targeted” and “niche” Educational Events

Its Time!

Books available at the back. Special Event Price of $10

For The Circuit members and attendees.

Honor System.Cash, Check or go to

PayPal.com and send money to ... paul@pauldsouza.com

More information at:www.pauldsouza.com