1. BEING A CONSULTANT www.opensourcemanagement.it O PEN S OURCE M ANAGEMENT

2. 6 STRATEGIES 1) Do not blame. Accept full responsibility 2) Become a coach: praise and help them win 3) Embrace their personal goals 4) Act as if you were a shareholder of the company 5) Exchange in abundance 6) Care

3. RELATIONSHIP PROBLEM CAUSE (=Source Point) EFFECT (=Receipt Point)

4. LEADERSHIP A leader is someone whose requests are executed with pride. In order to develop leadership you must feel fully responsible for the behavior of the people you are leading. When something goes wrong it’s not them, IT IS YOU!

5. What employees want from their bosses 1.Praise for the work they carried out 2.Information, Involvement, Engagement 3.Understanding and interest for employee’s personal problems (genuine CARE for the person) Job Security Good wage level Interesting job Promotion and advance together with the company Loyalty of management toward employees Good Job conditions A non overpowering discipline

6. SURPRISE THEM WHILE THEY DO SOMETHING RIGHT

7. ATTITUDES 3) Embrace their personal goals 4) Act as if you were a shareholder of the company 5) Exchange in abundance 6) Care

8. WHAT SHOULD YOU DO WHEN YOU MEET A CLIENT?

9. 9 Warm Up Assesment Dramatize the problem Present the solution Handle objections Close Effort

10. IN ORDER FOR A SALE TO OCCUR, THE CUSTOMER NEEDS TO BUY 5 THINGS 1) The salesperson 2) The company 3) The service 4) The price 5) The time

11. WARM –UP Interested vs Interesting Praise him/her for the results he/she got. Find common ground Embrace his personal goal

12. ASSESMENT A) What was his goal when he opened the franchise? (emotional goal) B) How is the franchise organized (who is doing good, who is doing bad)?

13. PRAISE GOAL AND ASSETS BUT DRAMATIZE DEFECTS

14. 6 STRATEGIES 1) DO NOT BLAME. ACCEPT FULL RESPONSIBILITY 2) BECOME A COACH: PRAISE AND HELP THEM WIN 3) EMBRACE THEIR PERSONAL GOALS 4) ACT AS IF YOU WERE A SHAREHOLDER OF THEIR COMPANY 5) EXCHANGE IN ABUNDANCE

15. 6) SHOW YOU REALLY CARE Do follow up!