To be successful in the future the rate of internal innovation

must exceed the rate of external innovation

II > EI

Profitable Business

Strong Economic

Value

PassionWorld-Class

You MUST have all three!

Valued Differentiation x Disciplined Execution

Effective Strategy =

(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…

Jeffrey Immelt

You have to figure out what to say NO to.

Consultative Sales Excellence : Rules of the Road

Success in sales is about having the right mindset

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!

Typical Evil Salesperson

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

LOW / NO

MEDIUM

TRUSTED ADVISOR

Competence

RespectDis-trust

Affection TRUST

HIGH

LOW

LOW HIGH

Concern

The 4 Cs of TRUST

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 GapCurrent State vs. Desired State

Amplify CostsMoney – Time – Resources - PeoplePositive - Negative / More – LessBusiness / 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…Remarkable

How the Best Get BetterStrategic 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.

LN

K

Tim Sanders: Love Is The Killer App

Cultivate HUBS

LN

K

Tim Sanders: Love Is The Killer App

Add REAL value through Social Media

Online Communications

Websites

Blogs

Email

Mobile Phones

Social Networks

Gamification

Instant Messaging

Know Like Trust Try Buy Repeat

Identify Ideal

Customer

ReferIdeal

Customer

From John Jantsch: The Referral Engine

You MUST have a referral process

EARN and

ASK!!!

Thank You