the eq sales growth formula

8/8/2019 The eQ Sales Growth Formula

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The SalesGrowth Formula

3 MOST POWERFUL

STRATEGIES TO GROW

YOUR SALES


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BoringBoring


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ConfusingConfusing


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IrrelevantIrrelevant


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SelfSelf --PromotingPromoting


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Why?


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Every 3 minutes a

business fails


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2008 true colors consulting llc


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Less time

morepressure

THE PROBLEM?


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We miss the

target

THE PROBLEM?


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Abundance

ofInformation


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35,000 Books

Published

Each Year


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From the Agriculture Age to the Conceptual Age

18th Century 19th Century 20th Century 21st Century

AgricultureAge(farmers)

Industrial Age(factory workers)

Information Age

(knowledge workers)

Conceptual Age(creators and empathizers)

ATG

(affluence, technology, globalization)


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""In times of rapid change,In times of rapid change,experience could be yourexperience could be your

worst enemy."worst enemy."

John Paul GettyJohn Paul Getty


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The measure of success is not

whether its a tough problem to deal

with, but whether its the same one

you dealt with last year.

-John DullesFormer Secretary of State


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So what are we doing here today?


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8,000 salespeople

10,000 data poin

ts

Worked withnearly 400companies entreQuest

Published more than 100articles


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Begin with the end

in mind.

- Stephen Covey


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TheClient Experience


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InformationAttention Experience

Experienced Based Economy, Joseph Pine II & James H. Gilmore

Harvard Business Review, July August 1998

Evolution of the Economy


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vs.


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vs.


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Deliver WOW Through Service

Embrace and Drive Change

Create Fun and A Little Weirdness

Be Adventurous, Creative, and Open-Minded

Pursue Growth and Learning

Build Open and Honest Relationships WithCommunication

Build a Positive Team and Family Spirit

Do More With Less Be Passionate and Determined

Be Humble


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How many

companies are

client focused?

KForrester Reports

< 3%


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People dont care how much

you know until they knowhow much you care.

John C. Maxwell


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Client ExperienceCycle


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When you do the

common things in an

uncommon way you

command theattention of the world.

-George Washington Carver


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2009 true colors consulting llc. All rights reserved.

warning:

relationshipsarent linear


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Be Remarkable


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How Do We Know

This Works?

Case Study

9,000 clients

90/10 rule

No Clear Client Xp

90 days grew 250%,$3M jump in run ratebusiness


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StoryEmployee

Experience+ +

Client

Experience


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Employee Experience


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Source: Watson, Wyatt Work USA 2002 Survey

Employee trust levels and corporateperformance are closely linked. In fact, our

survey found that the rate of three-year totalreturns to shareholders is almost three times

higher at companies with high trust levels thanat companies with low trust levels.


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Single greatest

problem in

communication is the

illusion it has taken

place.

-GeorgeBernardShaw


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vs.


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MINDSET

BELIEFS

EXPERIENCE CHOICES


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vs.


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Adult Adult

(results)

vs.

Adult Child

(activity)


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4Personalities

Shark

Whale

Dolphin

Octopus

Recognition, Significance, Money

Contrib

ution, Making a Difference

Enjoying the Ride, Having Fun

Stats, Facts, Details


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CaseS

tudy


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StoryEmployee

Experience+ +

Client

Experience


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Story


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The Velcro

Theory ofMemory


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Curiosity

Gap


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Creative Commons L. Marie


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Made to Stick Image

S Simple

U Unexpected

C Credi

ble

C Concrete

E Emotional

S Stories


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Temple

Make a Living

Busting Rocks


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Sales Assessment ResultsGive people what they want so that theyll takeGive people what they want so that theyll take

what you have to give.what you have to give.-- Steve LishanskySteve Lishansky

Change is inevitable. ProgressChange is inevitable. Progress

is not.is not.-- Ralph Waldo EmersonRalph Waldo Emerson


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StoryEmployee

Experience+ +

Client

Experience


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the eq sales growth formula

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