Stories

Stories are the best way to teach. By telling

a prospect a story about your relationship

with a client, you are explaining what you

do, and also telling your prospect how your

successful clients behave.

The PSR Story

Problem (2 sentences) Establishes

magnitude/importance

Solution (2 sentences) The listener

will translate your specific actions

into general capabilities they want.

(Hint: Use “I”.)

Result (1 sentence) Dessert or

punch line

After each PSR, qualify the

listener’s interest.

1.

2.

3.

4.

(45 to 60 seconds speaking time.)

What was the best thing you learned at

The Final Frontier? Please comment at

http://bit.ly/fnlf rontier

This work is licensed under the Creative Commons

Attribution-Noncommercial 3.0 United States License.

The Final Frontier

http://www.saleslabdc.com/finalfrontier

In the next fifteen years, the majority of

boomer-built, privately owned companies

will change hands. These companies are the

heart of American infrastructure.

This will be the largest change of ownership

in the history of our economy.

Understanding how to profit from this

change is important.

Selling Out – Rules of the road

The Second Half Of The Chessboard –

Changes that create great rewards

Models and Actuals - Models simplify - actuals are real

What Is Trust?-

A critical and complex success factor

Is Your Company's Culture Spooking

Buyers?- The oil for smooth operations

and a mystery for a buyer

The Best Tool - Solutions begin with a list

Optimal Time To Sell –

Prepare first then find the willing buyer

Does Business As Usual Attract

Buyers?- While ‘understood’ works

day-to-day, ‘written’ creates the value

THE FINAL FRONTIER

DICKDAVIES@SALESLABDC.COM

GOOGLE.COM/+DICKDAVIES

The Big Change

We are embarking on the greatest business

revolution in 4 generations. It affects our

whole economy.

The biggest change in ownership since

WWII is starting now and will continue

through the next 15 years. More than one

half of small and medium business in the

American economy are owned and managed

by Boomers, and will have a forced change

of ownership.

Who are they? Many current business

owners have their personal fortunes, the

scorecard of their careers, tied up in their

businesses. They must find a way to get the

money out of the business or assure its

continuing viability, or have an unsuccessful

retirement.

Do you know business owners in this

situation – can’t figure how to get their

money out? What do they need? Owners are

looking for credible solutions.

We find that the keys to past success are

usually the owner’s point-of-view and the

culture of the company. We have found that

outside solutions seldom work, they aren’t

credible to the people doing the work, and

they often have never worked elsewhere.

How do you begin creating a solution to a

new problem? You should probably start

with a common definition of what you have

and what you want. Just defining those two

often shows available solutions that were

previously ignored.

Here’s a way to start.

Introductions

Here is a template to get more power from

your introduction.

Name

Title

Organization

Why Are You Excellent?

Why Are You Here?

“Name,” “title,” and “organization” should

be easy. If not, ignore them. Listen for

volume, articulation, and ability to

understand what was said.

“Why are you excellent?” requires more

thought. You help the other person by

predicting the type of relationship they

could have with you.

“Why are you here?” You can be active or

passive in a conversation. People who attend

meetings for trivial reasons attend trivial

meetings. Pick an important goal for this

conversation.

Why Are You Excellent?

Here are four questions that may help you

develop an answer.

Why are you excellent?

Why is your organization excellent?

Why do your customers think you

are excellent?

After six months of improvement,

what will your customers think is the

best value you offer?

Stating where a prospect should watch for

your excellence means you are creating a

position. Formulating and using a

positioning statement allows you to define

areas of improvement. After speaking a

positioning statement, performance often

improves to catch up with your promises.

Organizations can start with multiple

positioning statements, indicating that

different individuals think the organization

does different things. This is normal, and we

want to find the best complete solution, not

the best compromise.