S S Ten Slides in Ten Minutes: I Never Know What to Say to You [Capturing the Hearts and Minds of Prospects & Clients]

Presented by:

Bill Graham APM.APMP

March, 2014

bill.graham@sales-synthesis.co.za

The Business Journey

2

The defined journey, in any relationship, will indicate what must be addressed at every step

Step 1

Step 2

Step 3

Step 4

Step ‘n’

My Business Prospects

3

Focus on the Prospect’s business, their resultant needs and how you can add value

Discourse

Identify Needs

Solution

Business Case

Value Derivation Focus on Prospect’s Business Imperatives and understand their Industry

Success is a Balanced Lifestyle

Strangers - Future Friends

4

Focus on the fact that you could add value to a stranger’s life and expect nothing in return

Sharing

Caring

Pairing

Baring

Communication Focus on reasons to change the stranger into becoming a friend

Success is a Balanced Lifestyle

My Manager

5

Focus on the fact that visibility is a necessity and therefore communication a priority

Display of Loyalty

Openness & Sharing

Trust in Confidence

Common Ambitions

Actions Required to build a mutually

agreeable future Understand your organisation’s business strategy and your manager’s part in its execution

Success is a Balanced Lifestyle

My Partner

6

Focus on longevity and the continuous ability to add value to their lives

Openness & Trust

Mutual Commitment

Surprise Gifts

Supporting Ambitions

Mutual Value Derivation View the relationship as

lifetime value and not just the minute-by-minute gratification & issues

Success is a Balanced Lifestyle

My Best Friend

7

Focus on the fact that true friendship evolves through mutual respect

Never take for granted

Never take for granted

Never take for granted

Never take for granted Never take for granted and

keep building the relationship to ensure its ongoing strength

Success is a Balanced Lifestyle

My Mentor

8

Focus on how the Mentor can add value to your world

Expectations

Mutual Respect

Deliver on

Promises

Gratitude

Ability to Assist a Third Party Never disregard the

value of knowledge and experience sharing

Success is a Balanced Lifestyle

My Parents

9

Focus on the fact that they raised you and they probably did a pretty good job

Respect

Support

Positive Attitude

Tough Love

Acceptance They raised you as best as they could – without mentioning the problems that they faced

Success is a Balanced Lifestyle

My Children

10

Focus on the fact that you want children to be independent and self-sufficient

Love & Nourish

Love & Support

Love & Advice

Love & Acceptance

Unconditional Love The innocent result of your

actions. Treat them as you would want your parents to have treated you.

Success is a Balanced Lifestyle