13
2013 Vmax Performance Group www.VMaxPG.com 1-on-1 Management® is a registered trademark. Start SELLING! Twitter: @KellyRiggs www. VMaxPG.com Quit Whining and Wednesday, February 12, 14

Quit Whining and Start SELLING!

Embed Size (px)

DESCRIPTION

A slide summary of the Feb. 11, 2014 presentation made at the Pomp's Tire annual meeting. The presentation introduces some of the ideas contained in my book, "Quit Whining and Start SELLING!"

Citation preview

Page 1: Quit Whining and Start SELLING!

Ⓒ 2013 Vmax Performance Group • www.VMaxPG.com1-on-1 Management® is a registered trademark.

Start SELLING!

Twitter: @KellyRiggs www.VMaxPG.com

Quit Whining and

Wednesday, February 12, 14

Page 2: Quit Whining and Start SELLING!

Q u i t W h i n i n g a n d Start SELLING!

© 2008- 2014Vmax Performance Group

www.VMaxPG.com

Source: HR Chally 2007 World-Class Sales Excellence Research Report

Factors That Impact a Sale

•Price

•Quality

•Offering TotalSolution

•Effectiveness of

the Salesperson

18%

21%

22%

39%

Wednesday, February 12, 14

Page 3: Quit Whining and Start SELLING!

Q u i t W h i n i n g a n d Start SELLING!

© 2008- 2014Vmax Performance Group

www.VMaxPG.com

3. Can’t rely on luck

1. Can’t be passive

2. Can’t be a commodity

Wednesday, February 12, 14

Page 4: Quit Whining and Start SELLING!

1Wednesday, February 12, 14

Page 5: Quit Whining and Start SELLING!

2

Q u i t W h i n i n g a n d Start SELLING!

Wednesday, February 12, 14

Page 6: Quit Whining and Start SELLING!

Q u i t W h i n i n g a n d Start SELLING!

© 2008- 2014Vmax Performance Group

www.VMaxPG.com

Does LOWEST PRICE mean lowest “cost?”Does LOWEST PRICE mean the best final result?Does LOWEST PRICE create an innovative solution?Does LOWEST PRICE ensure attention to detail?Does LOWEST PRICE ensure common sense will be applied?Does LOWEST PRICE ensure cooperation between parties?Does LOWEST PRICE create understanding of customer’s intent?Does LOWEST PRICE guarantee expertise?Does LOWEST PRICE allow for new technology? Does LOWEST PRICE allow for best practices?Does LOWEST PRICE create the best customer experience?Does LOWEST PRICE mean timely support and follow-up?Does LOWEST PRICE mean the project will be on-time?

Wednesday, February 12, 14

Page 7: Quit Whining and Start SELLING!

What are we known for?

What do we do better than

everyone else?

What do we do that is unique?

What creates value for our customers?

Wednesday, February 12, 14

Page 8: Quit Whining and Start SELLING!

Q u i t W h i n i n g a n d Start SELLING!

Training

Consistency

Create aStandard

Trouble-shoot

Feedback

3Wednesday, February 12, 14

Page 9: Quit Whining and Start SELLING!

“If you can't describe what you are doing as a PROCESS, you don't

W. Edwards Deming

know what you're doing.”

Q u i t W h i n i n g a n d Start SELLING!

Wednesday, February 12, 14

Page 10: Quit Whining and Start SELLING!

Q u i t W h i n i n g a n d Start SELLING!

Poor Planning

Poor Presentations

Poor Preparation

Wednesday, February 12, 14

Page 11: Quit Whining and Start SELLING!

Q u i t W h i n i n g a n d Start SELLING!

© 2008- 2014Vmax Performance Group

www.VMaxPG.com

Because we have confidence in your workBecause we perceive less risk with youBecause you understand my businessBecause your people are helpful and easy to work withBecause you take responsibility for your work, regardlessBecause you solve problems others can'tBecause you have more resources than your competitorsBecause you are responsive and address issues very quicklyBecause you provide value to our company beyond the project

Because we TRUST you

Why y!?

Wednesday, February 12, 14

Page 12: Quit Whining and Start SELLING!

1. Be INTENTIONAL

2. Be DIFFERENT

3. Follow a PROCESS

Wednesday, February 12, 14

Page 13: Quit Whining and Start SELLING!

Q u i t W h i n i n g a n d Start SELLING!

© 2008- 2014Vmax Performance Group

www.VMaxPG.com

Twitter: @KellyRiggsWeb: www.VmaxPG.com

!anks!“Qmbot!bsf!pomz!hppe!joufoujpot!vomftt!uifz!jnnfejbufmz!efhfofsbuf!joup!ibse!xpsl/”!

Peter Drucker

Wednesday, February 12, 14