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Entrepreneurial Selling
Will McKee
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Entrepreneurial Selling
DEFINITION: “An entrepreneur is someone who pursues business opportunities, beyond known resources, to create wealth.” “beyond known resources”
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Entrepreneurial Selling
WEALTH Freedom Money Status Influence Power Meaning
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Entrepreneurial Selling
THE CHANGING WORLD Internet Producer influence DOMINANCE Intermediate Distributor Influence Rise of End-User Influence Inventor Efficient local Mass Mass Intermediate Beginning of Producer Producer Producer Distributor End-User Influence
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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.”
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Entrepreneurial Selling
THE CHANGING WORLD OF SELLING Internet Entrepreneurial Selling Power Strategic Partnership Selling Entrepreneurial Selling Entrepreneurial Selling System, Territory Selling Team Selling Increasing complexity
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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?
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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
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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!
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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
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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
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Entrepreneurial Selling
Shared Vision Who’s the Boss? The Five Wrap-around Forces or Vectors: Visionary Manager Innovator Seller Wild Card NUCLEAR CUSTOMER
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Entrepreneurial Selling
THE FIVE ENTREPRENEURIAL SELLING VECTORS VISIONARY Leading Strategising Harmonising Deciding VISIONARY Inspire! NUCLEAR CUSTOMER
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Entrepreneurial Selling
THE FIVE ENTREPRENEURIAL SELLING VECTORS MANAGER Planning Servicing Delivering Profiting NUCLEAR CUSTOMER Secure! MANAGER
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Entrepreneurial Selling
THE FIVE ENTREPRENEURIAL SELLING VECTORS INNOVATOR Solving Creating Renewing Changing INNOVATOR Invent! NUCLEAR CUSTOMER
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Entrepreneurial Selling
THE FIVE ENTREPRENEURIAL SELLING VECTORS SELLER Bonding Prospecting Networking Closing NUCLEAR CUSTOMER SELLER Sell!
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Entrepreneurial Selling
NUCLEAR CUSTOMER INNOVATOR VECTOR SELLING MANAGING VISIONARY WILD CARD THE FIVE ENTREPRENEURIAL SELLING VECTORS WILD CARD Outraging Fighting Surprising Persisting
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Entrepreneurial Selling
Relationships Learning Execution Thinking NUCLEAR CUSTOMER VISIONARY Inspire! Secure! MANAGER INNOVATOR Invent! SELLER Sell! ENTREPRENEURIAL SELLING BEHAVIOURS
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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
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NUCLEAR CUSTOMER INNOVATOR SELLING MANAGING VISIONARY PRACTICAL IMPLEMENTATION Most of all – Know yourself – And do it!
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