1. Value Add ! Steps to Value Added Partnerships And Why it Needs to be Part of YOUR Company’s CULTURE

2. The Best Cowboys! Who is This?

3. The Best Cowboys! Who is This?

4. The Best Cowboys! Who is This?

5. The Best Cowboys! Who is This?

6. The Best Cowboys! Who is This?

7. The Best Cowboys! Who is This?

8. The Best Cowboys! Who is This?

9. The Best Cowboys! If you Think John Travolta was a “Best Cowboy” There is Bus Leaving for the Airport for YOU in 5 Mins……

10. The Best Cowboys! Who is This?

11. The Best Cowboys! Who is This?

12. The Best Cowboys! The Duke or Clint?

13. Value Add! Value-Add!

14. Value Add! Value-Add Definition; Per The Business Dictionary: Creation of a competitive advantage by, bundling, combining, or packaging features and benefits that result in a greater customer acceptance

15. Value Add! Value-Add In Addition…………… Per The Esteemed Deano’s Dictionary: Any ETHICAL Action that Gives you an Advantage over a Competitor

16. Value Add! Supplier of Goods/Services Part or Service Offered Task 3 – Problem Averted Task 4 – Problem Averted Customer Task 1 (Possible Problem) Task 2 (Possible Problem) Task 3 (Possible Problem) Task 4 (Possible Problem)

17. Value Add! Why Should Value-Add Be Part of Your Company’s Culture?

18. Value Add! Business Opportunity Part or Service Customer COULD Buy from: Competitor 1 Competitor 2 Competitor 3 Competitor 4 Competitor 5 New Competitor 6 Price and Margin Trend? “Parts for Dollars” – No Value Add

19. Value Add! Business Opportunity Part or Service with Value Add Competition Competitor 1 Competitor 2 Price and Margin Trend?

20. Value Add! Obstacles to Value Add

21. Lets Meet BOB!

22. Bob has 2 ears, and ONE mouth…….

23. But……… Bob ACTS like this!!!!

25. Bob……. Again!

26. Bob Shows up late for meetings doesn’t quickly return customers calls, doesn’t reply to emails…….. DOESN’T BUILD TRUST!

28. “I can beat any price”

30. Value Add! Old Adage “He who leads with the LOWEST PRICE……… will DIE by the LOWEST PRICE”

31. Value Add! What if? The Salesperson LED with: “We are not always the lowest price”

32. Value Add! Key Questions AND Proper Listening Are the FIRST Skills to Learn to Sell Value-Add

33. Value Add! Key Question for Client; “What are some of the obstacles that you run into ?”

34. Value Add! Value Add General Comments

35. Value Add! Great Personal Relationship ARE a Value Add Old Adage: “All things being equal People will find a way to buy from people they LIKE!”

36. Value Add! Personal Relationships MUST be DEEP and WIDE

37. Value Add! Don’t be Afraid to Remind Your Customers (In a Gentle Way) all that You Do for them

38. Value Add! Don’t do Value-Add for free………

39. Value Add! Value Add Must be part of a Company CULTURE If the CEO says “Value Add” But Team Members Believe and act another way It FAILS!

40. Value Add! Value Add Selling Begins with: TRUST

41. Value Add! If You Win A Value Added Deal DONT Take Advantage Of the Trust Given

42. Value Add! Value Add Challenge

43. Value Add! WARNING! Value Added Selling is a High-Risk High-Reward Proposition That 10 year customer CAN go away if you do it poorly! Only accept solutions that YOU have expertise in If you CANT swim…….. Don’t jump in the POOL!

44. Value Add! Other Stuff!

45. Happiness – 3 G’s Lasting Happiness DOES NOT come from GRATIFICATION Lasting Happiness STARTS with GRATITUDE Lasting Happiness is FED by GIVING SOME of our excess away Why not start this week?

48. Thank You!

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