2. To be successful in the future the rate of internal innovation must exceed the rate of external innovation II > EI

3. Profitable Business Strong Economic Value PassionWorld-Class You MUST have all three!

4. Valued Differentiation x Disciplined Execution Effective Strategy =

5. (T + C + ECF) x DE = BE

6. 4 + 2

7. The Four Primary Practices: 1.A sharply focused, clearly communicated and well-understood strategy for growth. 2.Flawless operational execution that consistently delivers the value proposition. 3.A performance-oriented culture that does not tolerate mediocrity. 4.A fast, flexible, flat organization that reduces bureaucracy and simplifies work.

8. The Secondary Management Practices: Talent = find and keep the best people. Key leaders show commitment and enthusiasm for the business. Embrace strategic innovation. Master the power of partnerships.

9. From the CEO of a little 240+ billion dollar company… Look, what is strategy but resource allocation? When you strip away all the noise, that’s what it comes down to. Strategy means making clear-cut choices about how to compete. You cannot be everything to everybody, no matter what the size your business or how deep its pockets… Jeffrey Immelt You have to figure out what to say NO to.

10. Consultative Sales Excellence : Rules of the Road

11. Success in sales is about having the right mindset

12. Talk too much Talk about themselves way too much Talk about their company/products way too much Don’t know my business 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 W ASTE M Y T IME! Typical Evil Salesperson

13. The Goal: Trusted Advisor See themselves as a “professional” and selling as a “craft” Asks superb questions Listens attentively – takes great notes Understands their customer’s business Understand their customer’s customers Is an expert on their products & services Is customer focused – not “closing” focused Tells the 100% truth at ALL times Keeps their promises Can clearly demonstrate superior value Never wastes a client’s time

14. Trusted Advisor Unique Value-Added Solutions Expert on the Customer Expert on Your Products & Services Expert on Your Industry General Business Knowledge Perceived Value LOW / NO MEDIUM TRUSTED ADVISOR

15. Competence RespectDis-trust Affection TRUST HIGH LOW HIGH Concern The 4 Cs of TRUST

16. The Mantra of the Trusted Advisor I am good at what I do… and I do it because I care about you.

17. Technique is NOTHING… Intent is EVERYTHING!!

18. Let me make this VERY simple… Sales results are directly proportional to the number of well-planned and professional sales calls made to Key Decision Makers at highly targeted prospect accounts.

19. Exact Right Solution

20. Clarifying expectations is critical… OPUD vs. UPOD

21. Forget about your company, products and services… Fearless Flexible Fun

22. Slow Down for Yellow Lights

23. Lose Early

24. Handling Objections

25. Expert Questioning Read Pages 21 - 23

26. S.C.C.C.S. Create a Gap Current State vs. Desired State Amplify Costs Money – Time – Resources - People Positive - Negative / More – Less Business / Personal Build a Solution Theirs first – Yours last

27. The Keys to Referability

28. Simple… but NOT Easy!!!! And the first step is the hardest…

29. You and your business MUST be… Remarkable

30. How the Best Get Better Strategic Coach: Dan Sullivan Show up on timeDo what you say you will doFinish what you startSay “Please” & “Thank You”Give a little more than they expect

31. Ideal Client

32. Build it into the agreement…

33. If I exceed your expectations, in addition to my fee I am going to ask you to send a minimum of 20 strong, personal referrals to anyone you feel would find great value in the sort of work I do.

34. Thank You!!!!!

35. It is absolutely MY pleasure, I am extremely glad you are pleased… You know, in 20 years of doing this I have found that 99.9% of my NEW clients come from happy current clients telling their fiends and colleagues about my programs. So the very best possible way to thank me would be if you could send a strong personal note of referral to anyone you feel might also benefit from the sort of work I do.

36. L N K Tim Sanders: Love Is The Killer App

37. Cultivate HUBS

38. L N K Tim Sanders: Love Is The Killer App

39. Add REAL value through Social Media Online Communications WebsitesBlogsEmail Mobile Phones Social Networks Gamification Instant Messaging

40. KnowLikeTrustTryBuyRepeat Identify Ideal Customer Identify Ideal Customer Refer Ideal Customer Refer Ideal Customer From John Jantsch: The Referral Engine You MUST have a referral process

42. EARN and ASK!!!

44. Thank You