Entrepreneurial Selling Will McKee

Entrepreneurial Selling DEFINITION: “An entrepreneur is someone who pursues business opportunities, beyond known resources, to create wealth.” “beyond known resources”

Entrepreneurial Selling WEALTH Freedom Money Status Influence Power Meaning

Entrepreneurial Selling THE CHANGING WORLD Internet Producer influence DOMINANCE 1900 2000 Intermediate Distributor Influence Rise of End-User Influence Inventor Efficient local Mass Mass Intermediate Beginning of Producer Producer Producer Distributor End-User Influence

Entrepreneurial Selling PETER DRUCKER: “Innovation is the specific tool of entrepreneurs, the means by which they exploit change as an opportunity for a different business or service.”

Entrepreneurial Selling THE CHANGING WORLD OF SELLING Internet Entrepreneurial Selling Power Strategic Partnership Selling Entrepreneurial Selling Entrepreneurial Selling System, Territory Selling Team Selling 1900 2000 2015 Increasing complexity

Entrepreneurial Selling “…at the end of the day, the only thing that really matters is sales”. The Owner’s philosophy How does the entrepreneur sell?

Entrepreneurial Selling ENTREPRENEURIAL SELLING TODAY Goal : Transaction sales ; satisfied customers Features : Sales due to performance, price and highly effective selling Intimate, immediate Wrap-around cell nuclear customer Equal power High, rapid, process

Entrepreneurial Selling THE COMMON VIEW OF THE CUSTOMER THE CUSTOMER IS KING?? Crown the customer! The customer is always right! The supplier is the serf: the customer is king. Historically, kings are rich, serfs are poor!

Entrepreneurial Selling THE ENTREPRENEURIAL VIEW OF THE CUSTOMER Know your customers – and listen Know your non-customers – and listen Respect your customers The customer is central Your business is King! CUSTOMER INNOVATION SELLING MANAGING VISION

Entrepreneurial Selling HIGH Gross Margin per Transaction LOW PROFITABLE NUCLEAR GROUPS NURTURE THEM HIGHLY PROFITABLE NUCLEAR CUSTOMERS WRAPAROUND THEM PARASITES LEECHES TAPEWORMS CANCERS DUMP THEM! PROFITABLE NUCLEAR GROUPS NURTURE THEM LOW HIGH Number and Frequency of Transactions

Entrepreneurial Selling Shared Vision Who’s the Boss? The Five Wrap-around Forces or Vectors: Visionary Manager Innovator Seller Wild Card NUCLEAR CUSTOMER

Entrepreneurial Selling THE FIVE ENTREPRENEURIAL SELLING VECTORS VISIONARY Leading Strategising Harmonising Deciding VISIONARY Inspire! NUCLEAR CUSTOMER

Entrepreneurial Selling THE FIVE ENTREPRENEURIAL SELLING VECTORS MANAGER Planning Servicing Delivering Profiting NUCLEAR CUSTOMER Secure! MANAGER

Entrepreneurial Selling THE FIVE ENTREPRENEURIAL SELLING VECTORS INNOVATOR Solving Creating Renewing Changing INNOVATOR Invent! NUCLEAR CUSTOMER

Entrepreneurial Selling THE FIVE ENTREPRENEURIAL SELLING VECTORS SELLER Bonding Prospecting Networking Closing NUCLEAR CUSTOMER SELLER Sell!

Entrepreneurial Selling NUCLEAR CUSTOMER INNOVATOR VECTOR SELLING MANAGING VISIONARY WILD CARD THE FIVE ENTREPRENEURIAL SELLING VECTORS WILD CARD Outraging Fighting Surprising Persisting

Entrepreneurial Selling Relationships Learning Execution Thinking NUCLEAR CUSTOMER VISIONARY Inspire! Secure! MANAGER INNOVATOR Invent! SELLER Sell! ENTREPRENEURIAL SELLING BEHAVIOURS

Entrepreneurial Selling Relationships Learning Execution Thinking NUCLEAR CUSTOMER VISIONARY Inspire! Secure! MANAGER INNOVATOR Invent! SELLER Sell! Entrepreneurial Selling PRACTICAL IMPLEMENTATION Adopt the owner’s philosophy Self-select: put your head above the parapet Stay with your project: don’t ‘hand off’ or delegate Own the decision making: don’t let ‘corporate’ take it Cut yourself some slack: time and funding Forget the ‘big hit’: go for small experiments Take risks; cope with failure; tolerate mistakes

Entrepreneurial Selling NUCLEAR CUSTOMER INNOVATOR SELLING MANAGING VISIONARY PRACTICAL IMPLEMENTATION Most of all – Know yourself – And do it!