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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!"
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Ⓒ 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
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
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
1Wednesday, February 12, 14
2
Q u i t W h i n i n g a n d Start SELLING!
Wednesday, February 12, 14
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
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
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
“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
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
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
1. Be INTENTIONAL
2. Be DIFFERENT
3. Follow a PROCESS
Wednesday, February 12, 14
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