Ten Slides in Ten Minutes - I Never Know What to Say to You
1. SS
Ten Slides in Ten Minutes:
I Never Know What to Say to You
[Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
bill.graham@sales-synthesis.co.za
March, 2014
2. The Business Journey
Step ‘n’
Step 4
Step 3
Step 2
Step 1
The defined journey, in any relationship, will indicate what must be addressed at every step
2
3. My Business Prospects
Success is a Balanced Lifestyle
Focus on Prospect’s
Business Imperatives and
understand their Industry
Business
Case
Identify
Needs
Value Derivation
Solution
Discourse
Focus on the Prospect’s business, their resultant needs and how you can add value
3
4. Strangers - Future Friends
Success is a Balanced Lifestyle
Focus on reasons to
change the stranger into
becoming a friend
Communication
Baring
Pairing
Caring
Sharing
Focus on the fact that you could add value to a stranger’s life and expect nothing in return
4
5. My Manager
Success is a Balanced Lifestyle
Understand your
organisation’s business
strategy and your manager’s
part in its execution
Display of
Loyalty
Openness
& Sharing
Trust in
Confidence
Common
Ambitions
Actions Required
to build a
mutually
agreeable future
Focus on the fact that visibility is a necessity and therefore communication a priority
5
6. My Partner
Success is a Balanced Lifestyle
View the relationship as
lifetime value and not just the
minute-by-minute gratification
& issues
Mutual
Openness Commitment
& Trust
Surprise
Gifts
Supporting
Ambitions
Mutual Value
Derivation
Focus on longevity and the continuous ability to add value to their lives
6
7. My Best Friend
Success is a Balanced Lifestyle
Never take for granted and
keep building the relationship
to ensure its ongoing strength
Never
take for
granted
Never
take for
granted
Never
take for
granted
Never
take for
granted
Focus on the fact that true friendship evolves through mutual respect
7
8. My Mentor
Success is a Balanced Lifestyle
Never disregard the
value of knowledge and
experience sharing
Mutual
Respect
Deliver
on
Promises
Ability to Assist a
Third Party
Gratitude
Expectations
Focus on how the Mentor can add value to your world
8
9. My Parents
Success is a Balanced Lifestyle
They raised you as best
as they could – without
mentioning the
problems that they faced
Positive
Attitude
Tough
Love
Acceptance
Support
Respect
Focus on the fact that they raised you and they probably did a pretty good job
9
10. My Children
Success is a Balanced Lifestyle
The innocent result of your
actions. Treat them as you
would want your parents to
have treated you.
Love &
Nourish
Love &
Support
Love &
Advice
Love &
Acceptance
Unconditional
Love
Focus on the fact that you want children to be independent and self-sufficient
10