the circuit - the market has changed...have you?
DESCRIPTION
Learn a new strategy for selling in tough markets. With the break down of the financial markets the very interpretation of value has altered; leaving us with in essence, a new market place. Customers behave differently and so must we, in how we sell to them.TRANSCRIPT
The Market Has ChangedHave you?
paul d’souza
Who am I✤ Sales Leader and Practitioner
- from door to door sales to $4 M deals.
✤ Studied Human Awareness and invented a philosophy called Wha-Dho.
✤ Turn-arond Specialist and Consultant.
✤ Entrepreneur and Author
http://www.pauldsouza.com
This Talk
What Changed?
Short Answer ....
Everything
Reality Check ...
It’s Ok, it’s Normal
Proof
Some big things Changed
✤Technology and the Web
✤Financial Markets and Credit Lines
✤Politics & Regulations
✤Demographics
The Good News ...
You have new “Spaces of Possibility”
The Biggest Change
✤We have never seen this type of Customer before.
✤A new Assessment of Value.
This changes everything
Today’s Customer✤ Tremendously independent
✤ Is well informed
✤ Very hesitant to spend resources
✤ Is gripped with the same fears you are
✤ Is pre-occupied with surviving this market
✤ Are well NETWORKED online - social media
e.g.; my Furniture buying process
Assessment of ValueLess cash flow = Less cash flow
✤ It’s based on Economic Principles & Human Behavior.
✤ When People Suffer - they see the world and behave differently.
✤ Human beings always move towards less pain and suffering.
✤ People are now making different buy decisions.
The Hyatt Sales Associate
I am finding it really hard to “Slow” my prospects down long enough to present them my offer or talk about my proposal.
- everything is impersonal e.g; voice mails- email me your proposal- I got this other on-line special- can you match the Priceline prices
Solution: Build rapport first then and them go through other requirements.
It’s Time to ChangeBecause the Market is too competitive to ...
✤ Think outside the box
✤ Work smarter not harder
✤ Pic the next “Google” or “Yahoo”
✤ Compete with overseas services
What do you bring to the table that’s different?
Now What?
✤ Where do you start?
✤ What do you do?
✤ What should your strategy be?
✤ Sell what to who?
Start With YourSELF
Remember ... Its always about peoplejust like you.
Or your business
organization
Tap into the “Power” that
Resides within
You are the difference✤ Chances are there is NOT another
you
✤ You have unique qualities & relationships
✤ You have the ability to assess value
✤ You have the ability to solve problems
✤ You have the ability to make a difference But are you?
Wha-Dho Sales Strategy
✤ The Principle of Purpose
✤ The Principle of Prosperity
✤ The Principle of Process
✤ The Principle of People
✤ The Principle of Practical Leadership
PurposeSpecifies the ultimate sake for which
you will act. You will have access to...
✤ Passion
✤ Resourcefulness
✤ Creative Genius
✤ A “something” that sets you on fire.
You become the competitive advantage.
ProsperityThis is a conversation of Money
that is anchored in your sense of Purpose.
✤ How much money do you need to fulfill on your “Purpose”
✤ How much revenue do you want to bring in?
✤ How big do you want your W2 to be?
Is this a $2M, a 20M or a $200M initiative
ProcessWhat will you do to make the Money
you need; to fulfill on your Purpose?
✤ Your business activity is designed to achieve success ... for you.
✤ Every action “Supports” or “Sabotages”.
✤ Design powerful action to help you win.
What you do today has got to be relevant TODAY
Accessing Revenue & Profit
Revenue and Profit reside where ...
✤ Human Capital
✤ Economic Principles
✤ Business Practices
Come together in powerful ways.
Sales 1-0-What
✤ Sales is always about addressing a need.
✤ A good sale is when two things happen ...- Customer experiences value. - You make a profit.
✤ Its always about communication.
✤ There are always people involved.Its about revenue and profit
PeopleWho are the People that will help
you execute on the things you need to do.
✤ Are they good? Can they help you fulfill?
✤ Support them, nurture them.
✤ Help them tap into their Creative Genius.
✤ Move powerfully in teams.Empower them to be your Force Multipliers
Understanding PowerSniper Rifle or Russian Artifact
That's it... That's it... One more step... One more step... clear that garbage can... BAM!
The rifle is your Process
The target is your Purpose
This is you
Without alignment with your goals.
You will not accomplish much.
Practical Leadership
✤ Its about Leverage and Power
✤ Its about Initiative and Drive
✤ Its about Motivation and Enrollment
✤ Its about Prevention and Response
The Olis Story
The Olis Story
✤ 35 year old Spectrophotometer company.
✤ Revenues not growing & bad morale.
✤ Aligned employees with interest and skill.
✤ Realigned sales strategies.
✤ Increase customer service and marketing.
✤ Got out of the way!
What Are Customers Buying
✤ Things that helps them survive this market.
✤ Solutions to problems they have to address.
✤ Real “Value” not speculation and gambles.
✤ Only from people they Trust.
David Parks Blue Point Leadership
Gerhard Gschwandtner CEO of Personal Selling Power,
Chip ConleyCEO Joie de Vivre Hospitality
Chateaux Software✤ 25 Year old Data Warehousing Company.
✤ Never had a Marketing Dept.
✤ Now they do.
✤ Communicating back to customers.
✤ Demonstrating Leadership.
✤ Educational Events and NewsLetters
✤ Very Successful with “targeted” and “niche” Educational Events
Its Time!
Books available at the back. Special Event Price of $10
For The Circuit members and attendees.
Honor System.Cash, Check or go to
PayPal.com and send money to ... [email protected]
More information at:www.pauldsouza.com