warning!...©2018 third eye management & associates inc. all rights reserved. karl m. gibbons...

©2018 Third Eye Management & Associates Inc. All rights reserved.

WARNING!THIS PRESENTATION IS RATED X FOR EXTREME

THE VIEWS EXPRESSED IN THIS PRESENTATION ARE MINE

I WILL SH0W NO FAVORITISM – I WILL PICK ON ALL OF YOU!

ANY SIMILARITY TO YOU OR YOUR BUSINESS IS ENTIRELY INTENTIONAL

FEELINGS OF DISCOMFORT, PAIN, GUILT, MOTIVATION

AND INSPIRATION ARE GUARANTEED!


QUIT SELLING. START CLOSING!


Karl M. GibbonsBusiness Growth Architect, Entrepreneur,

Problem Solver, Rainmaker, Author & Speaker.

www.thirdeyemanagement.com

[email protected]

(239) 961 0927


The Right Honorable

The Baroness Thatcher

LG OM PC FRS

His Royal Highness

The Prince of Wales


Spring 2019


Barclays Bank, PLC

1998 Business

of the Year

Naples Area

Professional League

of Executive

Services

2008 Liz Cashman

Award

Gulfshore Life

Magazine

54 Power Players

in SW FL


Karl M. GibbonsBusiness Growth Architect

#businessgrowtharchitect



OBJECTIVE: To help YOU sell

more effectively and consistently!


I will watch your home for pennies.

I’m desperate

Business Beggar


HOME WATCH HERO


Thinking Straight


The Zebra Syndrome™

…is your business just one of

the herd?


What is Marketing?



Creating exceptional products, goods and services that the

right people will seek out

• Karl M. Gibbons

““


Multi-coloured Zebra

EXCEPTIONAL is the newExcellent!


What Stripe(s) Cut You From the Herd?

Competitors

Clients

YouProduct

Parity

Product

Disadvantage

Product

Advantage


Ostrich Syndrome


How does a discount impact your bottom line?

Result, a 45% REDUCTION in Net Profit!

Sale

CoGS

Gross profit

Expenses

Net profit

$100

$40

$60

($40)

$20

$90

$40

$50

($40)

$10

BEFORE AFTER

20% 11%

The Herd = Commodities


T H E P L E D G E

O F N O

D I S C O U N T


QUIT Selling……………..!


Educating

Help clients & customers by

Participating

Solving problems

Rainmaking!


Re-assess Your Customers’ Values

Total

Solution

Providers

Vendors Specialists

Game

Changers

High

HighLowUniqueness of Offerings

Import

ance t

o the C

usto

mer


Why can’t my prospects

make a buying decision?““


Your Clients Are Asses““


Product A Product B

Buridan’s Ass Paradox


Formula for Success


Empathize

Formula for Success


Sympathy vs. Empathy


90,000/yr (7,500 per month)


• Problem:

– The brand was not known and had poor quality perception.

• Client’s Pain:

– Worried about maintenance.

• Solution:

– Hyundai offered a 10 year, 100k mile guarantee.


• New Problem:

– Recession 2007-2009

• Client’s Pain?

– Fear of losing their job.

• Solution:

“If you lose your job, you can return the car and we’ll buy

it back.”

– Program implemented in 37 days.

Buy Back Program.


Buy Back Impact

• Jan 2010:

– After 1 year less than 100 people used it.

• March 2011:

– Ended the program less than 350 used it.

• Hyundai sold 435,000 autos

– From 7,500/mo to 14,500/mo


Talk in Pictures

The more visual you arethe more impact you make.“

“


Using Visuals

NO Visual Visual

SEE the difference!

• 61% CLOSE

• +307%

• 15% CLOSE


Ebbinghaus Curve

Hermann Ebbinghaus

1850 - 1909


Customers Who Buy

20% 20%

60%

ConvincedThey know everything

& rarely buy.

ConcernedAbout making the

right decision.

ComplacentThey want to buy

your product but

didn’t see your value

proposition.


Buyers Concern


Customers Who Don’t Buy – It’s NOT Price

Sales Pipeline WIN 40 % LOSE 60 %

20% to Competition.

40%

1 = Price.

3 = NO Decision.

1 = Price


Networking

You’re not working if

you’re not networking

● Karl M. Gibbons.

““


4 Pillars of Networking

I. Be Curious – get to know people. NOT

professionals.



II. Be Giving – give without keeping score,

and you will invest in your future.



III. Be Interesting – package yourself so

others become invested in your success.



IV. Be Consistent – people do business

with people they know and trust.


Networking

If you can’t make the small talk

how do you expect to make the

BIG TALK?● Karl M. Gibbons.

“ “


Who are you and

why should

anyone care?

Your 10 WOW

Words

Your 10 WOW Words


My 10 WOW Words I increase revenue,

reduce costs and increase your market

share.


Introductions

vs.

Referrals

Reputation Management


Empathize Educate

Formula for Success


INSIGHT

Clients Want:


Drivers of Customer Loyalty

•Supplier is easy to buyfrom

19%

19%

9%

• Helps me navigate

alternatives

• Provides ongoing advice

and consultation

• Helps me avoid potential

land mines (pain - regret)

Company &

Brand Impact

Product &

Service Delivery

Value-to-Price

RatioBuying

Experience

The Buying Experience

• Offers unique, valuable

perspectives on the market

• Educates me on new

issues and outcomes

• Supplier is easy to buy

from

53%


Empathize Educate Empower

Formula for Success


Options


Options

$


Up Selling

“Would you like fries with that?”

9m lb of fries = $30m in 2016


Value Creation OR Pricing

Which comes first?

Sell the PAIN or the GAIN


Sell the PAIN Not the GAIN

Small = $160/yr

Big = $220/yr


Sell the PAIN Not the GAIN

Benefit (Gain) Loss (Pain)

• Easy access

• Bigger = Better

• More convenient

• Don’t have to pick

up mail for 2-3 weeks

• Mailbox won’t get jammed

• Letters won’t get crushed

• Handles big packages

• Change address

• Change Biz cards

• Change your website

• Change your ALL your

promotional material

• Contact clients and let them

know you’ve changed

mailbox number

How much time and

money will this cost?


Raising & Anchoring

Price Objections


Blocking Structure & Script

Your price

is too

high!

“Our clients

tell us that

we’re more

expensive

than others

but that

depends on

what they’re

buying.

“Our typical

services cost

$100

depending on

your needs.

Let me show

you some

options and

you decide. Is

that fair?”

Show & Tell

“We have a

$100, $200

and $500options.

Based on what

I’ve shown

you, which one

of these best

fits your needs

and/or

budget?”

Clients

objections

Anchoring


Your price

is too

high!

Blocking Structure & Script

“Our clients tell

us that we’re

more expensive

others but that

depends on

what they’re

buying.

“Our services

can range from

$100 to $3,000

depending on

your needs.

Let me show

you some

options and

you decide. Is

that fair?”

Show & Tell

“Based on what

I’ve shown you,

which one of

these best fits

your needs

and/or budget?”

Clients

objections

Framing


Blocking NOT Overcoming Objections

Raise Objection

Offer to Resolve

Demo

Tie it

Down


HOME WATCH HERO


Hero Story

Value

Trinity

Highlight

& Create

PAIN!

Normal Event

Bad

Very Bad

Worse

New Normal

Plan

Implementation

Result

IHWA HERO


Reducing Resistance 100%

Presentation Time

Re

sis

tan

ce

BUY IN

CLOSE!

HERO STORY


“I’ll Think About It!”

Not

Interested

Interested -

but not sure

1. Not a fit

2. Functionality & Features

3. Finance

= FEAR!


“I’ll Think About It!”

Tell me why you’re afraidto protect perhaps yourmost valuable asset?“

“


The average sales person practices

what to say. The best sales people

practice what to ask!“ “


Sales Process – Sales Funnel

Suspects

Prospects

HOTClients

$

LE

AD

LE

AD

LE

AD

LE

AD

LE

AD

LE

AD


Sales Process

Lead Pre QualifyGO/

NO GOPresentation Quotation CLOSE


Increase My CLOSE Rate In Next 90 Days

START

1.

2.

3.

STOP

1.

2.

3

INCREASE

1.

2.

3.

DECREASE

1.

2

3.


Mouse in a Maze


Practice Makes Permanent Progress


Empathize Educate Empower

Formula for Success


You cannot be in business today,

use yesterday’s methods and

expect to be ahead tomorrow!

● Karl M. Gibbons

““


Start your day with me for a

cup of

BU$INE$$ BREW™

filled with a blend of growth,

marketing and profit.

Call me (239) 961 0927

or email [email protected]

warning!...©2018 third eye management & associates inc. all rights reserved. karl m. gibbons...

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