abbott winner's mindset

The Winner’s Mindset

I will not waste one minute of your time…

• I have a ton to cover and I will go pretty fast.• Please take lots of notes, think/work hard and feel free

to ask questions or give comments at ANY time.• I am happy to answer any of your questions, offer advice

and recommend books at any time after this session.• John@JohnSpence.com

The slides are already posted at:

www.SlideShare.net/johnspence

A few of my clients:

For the past 21 years…

What does this mean to me?

How can I use this idea?

What can I do right away?

I am NOT a guru…

The 4 Ps of Expert Performance

The Pattern of Business Success

(T + C + ECF) x DE = Success

The Four – I’s

• Ignorance• Inflexibility• Indifference• Inconsistency

How to avoid the Four I’s

• Aggressive external market focus.

• Ridiculously high level of customer focus.

• Keep the “Main Things” the main things.

• Bullish on knowledge sharing and learning.

• Teamwork is mandatory – not optional

• Passion and commitment at all levels.

• Foster a healthy paranoia.

• Revel in change.

CHANGE

Anyone who tells you they enjoy change… should seek immediate professional help.

Emotional Response to Perceived Negative Change

Stability

Immobilization

Denial

Anger

Bargaining

DepressionTesting

Acceptance

Resilience

Customization

Step 3 in Change Resilience…Develop Options

Developing Options: Influence – Control – No Control

D= IOOp

NO

NO

NONO

NO

NONO

Decisions = Intended Outcome / Number of Options

NO

NO

NO

Stephen Covey

You don’t prioritize your schedule… you schedule your priorities.

Talk too much

Talk about their company way too much

Don’t know my business well enough

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

Don’t ask the right questions

Don’t ask the tough questions

Are not really there to help ME

WASTE MY TIME!

Top 10 of a Trusted Advisor

1. Asks superb questions

2. Listens attentively – takes notes – keeps track of key issues

3. Understands their customer’s business deeply

4. Is an expert on their products & services

5. Is customer focused – not “closing” focused

6. Tells the 100% truth at ALL times

7. Sets clear expectations

8. Keeps their promises

9. Can clearly demonstrate superior value

10. Never wastes a client’s time

In order to earn the right to be there…

You MUST enthrall, delight, excite, educate, serve, support, connect with and add REAL and SIGNIFICANT value to your customers… on EVERY call.

Value = AccessAccess = Competitive Advantage

What it Takes to Become a Trusted Advisor

Perceived Value

LOW

MEDIUM

TRUSTED ADVISOR

Source Credibility

C x R x I SO

= Trust

CompetenceReliabilityIntimacySelf Orientation

Joe Calloway: The Greatest Competitive Advantage

1. Know more about the customer than anyone else.

2. Get closer to the customer than anyone else.

3. Emotionally connect with the customer better than anyone else.

Jack Malcolm: Top 10 Sales Trainers in America

The Winning Mindset of a TEAM

2003:91B

329,000E164C

= 7.9B #10 / F500

2008:103B

398,000E170C

= 12.3B #20 / F500

1993:67B

377,000E180C

= (8.3B) F500

IBM

Dedicated to every client’s success:

• Building client partnerships– Strong relationship with key clients

• Collaborative influence– Interdependence / commitment

• Embracing challenge– Innovation to grow the business

Innovation that matters:

• Thinking horizontally– Leverage enterprise capability

• Informed judgment– Synthesize disparate sources of information

• Strategic risk-taking– Innovate to create exponential growth

Trust and personal responsibility in all relationships:

• Develop IBM people and community– Invest in future leaders

• Passion for IBM’s future– Energized to reach IBM’s potential

• Enabling growth– Change systems that impede growth

• Earning trust– Do what is right for the long-term good

IBM 20 billion dollar strategy…

• True partnering with clients• Passion for the business• Innovation & Collaboration…

“Do I really have to get along with these idiots?”

Why you need to be a “Master of Collaboration”

• You cannot succeed alone.

• You need a team of the brightest people you can possibly find to help you.

• You need that team to work extremely well together.

• You need that team to support you with enthusiasm, respect and trust.

But don’t take my word for it…

Anne MulcahyCEO of Xerox and the third most powerful woman in the world!

1. Build a network of great relationships with people who want to see you succeed.

2. You don’t have all of the answers, so ask for help and advice from the smartest people you can find.

3. Learn to be a learner.

4. Listen intently to the people you serve… your employees and your customers.

Some really great advice…

John Spence High-Performance Team Model

DMCCMD

irection – vivid, clear, inspiring --- shared

easurements – specific, observable, focused

ompetence – very good at what they do

ommunication – open, honest, courageous

utual Accountability – all team members

iscipline – do this every day

11 Key Team Competencies:

1. Setting clear, specific and measurable goals.

2. Making assignments extremely clear and ensuring required competence.

3. Using effective decision making processes within the team.

4. Establishing accountability for high performance across the entire team.

5. Running effective team meetings.

6. Building strong levels of trust.

7. Establishing open, honest and frank communications.

8. Managing conflict effectively.

9. Creating mutual respect and collaboration.

10. Encouraging risk-taking and innovation.

11. Engaging in ongoing team building activities.

1 - 10

Web of Value

VOC + MOT

Extreme Customer Focus

VOC

Moments Of Truth

Summary of Key Ideas

• (T+C+ECF) x DE = Business Success

• Overcome Change With Resilience

• Influence – Control – No Control

• Clear Intended Outcome

• Where Should Say “No”

• Become a Trusted Advisor

• Be a Master of Collaboration

• VOC + MOT

The Winner’s Mindset

Believe You Can Win

Learn How To Win

Expect To Win

THANK YOU

If you have any questions at all please do not hesitate to send a note or call. My email address is: john@johnspence.com

Also, you might find value in the ideas I share in my blog. You can sign up for it at:www.blog.johnspence.com

Lastly, these slides have already been uploaded to:http://www.slideshare.net/johnspence