1.
Premise
selects
Conclusion

2.
CarTowers - Volkswagen ,
Wolfsburg, Germany
Holds 800 cars, 20 stories,
Fully Automated

3.
What is coming?

4.
Is the day that’s coming
The one you trained for?

5.
Assumptions
*Your life is a series of Relationships.
*Relationships are either Assets or Liabilities.
*If you change the number, the quality or the nature of
your Relationships then you also change your life.
*All relationships have a “Desired Outcome” to them.

6.
Relationship
Intelligence®
The ability to understand
and employ human connections
effectively to achieve
a Desired Outcome

7.
It’s not what
you know that counts,
it’s …

8.
It is not who knows you
that counts, it’s…
Who is Glad
they know you?

9.
The Relationship Intelligence ®
Formula Kinds of
Three Kinds of Three
Thinking + Doing
♦ Self ♦ Expressing
♦ Others ♦ Hearing
♦ Situation ♦ Adapting
Desired Outcome

10.
What is the
purpose
of what you do?

11.
What kind of person
do you need to be in
order to attract the
relationships you
want?

12.
Every Great Achievement
is preceded by a period of
Fanatical D ed ication!

13.
The Future You Expect Determines
What You Will Prepare For

14.
People never “default” to a level
above their previous best
Lotto Winner!

15.
“Half of my job
is keeping people
in the right frame
of mind”
US President Bill Clinton
White House
July 29, 1994

16.
Sunrise or Sunset?

17.
What do you want?

18.
Cause Your Future
Become the person
who will attract
the future you want

19.
“It is a mistake to assume
that people know what
they might want. Without
an understanding of what
is possible, people will Daniel Burrus
ask for too little.” Techno Trends

20.
Boomers
1946-1964
Easter,
1947,
Little
Rock, Ark

21.
1954

22.
1954 vs. 2010
What do you think?

23.
The Future surprises us unless we design it.
28 days >1 Million sold! (iPhone took 3 months)

24.
The Causal Chain of Choices
Future
Relationships
Reputation
Habits
Actions
Mindset

25.
What kind of person
do you need to be in
order to attract the
future you want?

26.
Your Professional Equity
Reputation
Initiative
Follow through
Technical Expertise Financial Habits
Service Quality
Knowledge/Learning
Adaptability Work Habits
Responsiveness Appearance
Supportiveness/Sincerity

27.
Industrial Era vs Organic Era
♦ Mechanisms
φ Living Systems
♦ Consistent Needs φ Evolving Needs
♦ 8 to 5, weekdays φ 24/7/365
♦ Persuasion φ Collaboration
♦ Personal Contact φ E-Contact
♦ Trained by Others φ Self-directed Trng.
♦ Knowledge is
Power
φ Trust = Power

28.
Which are YOU perceived to be?
Persuader
or
Partner?

29.
“Trust is like the air we
breathe. When it is present
nobody notices. But when
it is absent, everybody
notices.”
Warren Buffet, Chairman & CEO,
Berkshire Hathaway

30.
“Trust is a fruit. You can’t
grow it directly. You can
only grow and nurture the
tree and the fruit will
emerge in its own time.”
Kevin Buck,
Counselor, Philosopher, Consultant

31.
Tension
Trust

32.
1986 Premise:
2. Selling should be
an act of
friendship.
3. When Trust is very
high, “selling” is
not about
persuasion.

33.
Why Do Relationships Matter When
Selling
"A relationship without a sale is
merely a social connection. A sale
without a relationship is what one
gets from a vending machine. Our
clients deserve to have us as their
partner-in-problem-solving." —
Jim Cathcart, Relationship Selling

34.
1986 2002

35.
www.relationshipselling.com
1. Prepare
2. Target
3. Connect
4. Assess
5. Solve
6. Commit
7. Assure
8. Manage

36.
Notice More

37.
The 8 Competencies of Relationship Selling
Prepare: Sale & Self
Target: Who & How
Connect: Head & Heart
Assess: Situation & Person
Solve: Educate & Collaborate
Commit: Solution & Action
Assure: Satisfied & Loyal
Manage: Sales & Self

38.
Prepare: Notice Even More!
Sale: External & Internal
& Self: Mental & Physical
Target:
Who: Groups & Individuals
& How: Strategies & Tactics
Connect:
Head: Credibility & Activity
& Heart: Relationship & Trust
Assess:
Situation: Probing & Analyzing
& Person: Understanding & Empathizing

39.
Solve:
Educate: Presenting & Showing Relevance
& Collaborate: Personalizing & Involving
Commit:
Solution: Summarizing & Negotiating
& Action: Asking & Confirming
Assure:
Satisfied: Review & Follow Through
& Loyal: UpServing & Recovery
Manage:
Sales: Resources & Information
& Self: Growth & Motivation

40.
10
10 Prepare 10
Manage Target
10 Assure Connect 10
Commit Assess
10 10
Solve
10

41.
What this means
to you is…

42.
Universal Human Needs
The Need for: Maslow's Hierarchy of Needs:
•Meaning
•Recognition Self-Actualization
•Control
•Respect Esteem
•Being Needed
•Friendship
•Being Trusted Belonging
•Trusting Others
•Accomplishment
•Success/Hope Survival & Safety
•Independence

43.
Reading Buying Signals
Stop: Not ready to buy
Caution: Check
before proceeding
Go: Confirm it now

44.
What Our Customers Experience
Feelings

45.
The Grandma Factor:
What:
• Acknowledgement
• Special Treatment
Why:
Because She Wanted To!

46.
UpSelling: INCREASING THE
SIZE OF THE
(your needs) TRANSACTION
INCREASING THE
UpServing: AMOUNT OF
(their needs) SATISFACTION

47.
Four Seasons Hotel
Westlake Village, CA
dedicated to
perfecting the
travel
experience
through
continuous
innovation
and the highest
standards of
hospitality.

48.
Things that are measured
tend to improve

49.
Touch Points
&
Trust Points “Sweet Spot”
336 Impressions

50.
What causes Sales to increase?
Contacts with decision makers
Conversations about benefits

51.
Premise:
Your greatest, fastest
and easiest advances
will always come from
your natural abilities.
So, Know Yourself.

52.
Mindset
precedes
Performance

53.
View Toward Work #1
“All work represents a fight against something, an
attack upon the environment.
A farmer plows the earth, he harrows it, tears it,
pulverizes it.
He pulls out weeds, poisons insects & fights against
droughts and floods.
To be sure, all this is done in order to create
something. That’s why we call it work and not
rage.”

54.
View Toward Work #2
“All work represents a service to something, the
rearrangement and empowerment of the
environment.
A farmer loosens the earth, aerates it, irrigates it,
adds nutrients, cleanses it of insects and weeds and
protects it from drought and flood.
All of this is done to enable the earth to foster
growth.”

55.
Optimism
Is seeking the
possibilities even
when all you see
is limitations

56.
“One extra hour of
study per day and
you’ll be a national
expert in five years
or less .” Earl Nightingale

57.
One hour x Five workdays x
Fifty weeks = Two Hundred
Fifty hours per year.
250 x 5 years = 1,250 hours!
1,250 hours on ONE subject =
National Expert!

58.
The essence
of intellect
is the ability
to make
distinctions.

59.
TO KNOW MORE...
NOTICE MORE!
Recognize Patterns
& Discover Principles

60.
“For most people the
danger
in their self analysis is
that
it stops too soon.
They are too easily
satisfied.”
Dr. Sigmund Freud

61.
People Who Know Themselves:
• Are Less Self-Conscious
•Are Better Listeners
•Are Less Judgmental of Others
•Are More Willing To Admit Mistakes
•Can Apologize Easily
•Recover From Disappointments More Easily
•Manage Stress More Effectively
•Tend To Produce Better Quality Work
•Experience Fewer Interpersonal Problems

62.
“If you learn only methods,
you’ll be tied to your
methods.
But if you’ll learn principles,
you can devise your own
methods.”
Ralph Waldo Emerson

63.
The A/P
♦ Critic GridLeader
♦ ©
♦ High Awareness/ ♦ High Awareness/
♦
Low Performance ♦
High Performance
Awareness
♦ Passenger ♦ Competitor
♦ Low Awareness/ ♦ Low Awareness/
♦ Low Performance ♦
High Performance
Performance

64.
Success is not achieved by
changing people’s nature.
It is achieved by
Aligning with their nature.

65.
Intellectual
Bandwidth:
♦ Conceptual 2%
♦ Strategic 18%
♦ Operational 80%

66.
The “Zone” of Personal Velocity
BURNOUT
ANXIETY
FLOW
STRESS
BOREDOM
APATHY
DEPRESSION

67.
Zones of Velocity
GOAL
C
H
A
L
L
E HIGH
N
G MODERATE
E
LOW
TIME

68.
5
Questions
♦ Friend
♦ Mate
♦ Kids
♦ World
♦ Lottery

69.
The 7 Natural
♦ Values
Sensuality
♦ Empathy
♦ Wealth
♦ Power
♦ Aesthetics
♦ Commitment
♦ Knowledge

70.
The Leader’s Dilemma:
What if I spend all this time
learning about people and
they leave?
But, what if you don’t…
and they stay!

71.
The Purpose of what you do
To Make
Life Better
For People

72.
When you find
Meaning in what you
Dr. Ken McFarland
do,
you bring more Value
to what you do.

73.
He made the night
a little brighter
wherever he would
go
The old lamplighter
Of long, long ago.
The music was written by Nat Simon, the lyrics by Charles Tobias published in 1946.

74.
We can tell where you’ve been
by the lights you left behind.

75.
What’s coming?

76.
Use All of your Strength

77.
Daily Question
How would the …do what
person I would I’m about to
like to be…
do?