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Strategic Selling Excellence: The Winner’s Mindset
I will not waste one minute of your time…
• I have a ton to cover and I will go pretty fast.• Please take lots of notes, think/work hard and feel free
to ask questions or give comments at ANY time.• I am happy to answer any of your questions, offer advice
and recommend books at any time after this session.• [email protected]
The slides are already posted at:
www.SlideShare.net/johnspence
A few of my clients:
For the past 21 years…
What does this mean to me?
How can I use this idea?
What can I do right away?
I am NOT a guru…
For the next 50 minutes…
The Key Strategies for Success
The 4 Ps of Expert Performance
The Pattern of Business Success
(T + C + ECF) x DE = Success
The Four – I’s
• Ignorance• Inflexibility• Indifference• Inconsistency
How to avoid the Four I’s
• Aggressive external market focus.
• Ridiculously high level of customer focus.
• Keep the “Main Things” the main things.
• Bullish on knowledge sharing and learning.
• Teamwork is mandatory – not optional
• Passion and commitment at all levels.
• Foster a healthy paranoia.
• Revel in change.
CHANGE
Anyone who tells you they enjoy change… should seek immediate professional help.
Emotional Response to Perceived Negative Change
Stability
Immobilization
Denial
Anger
Bargaining
DepressionTesting
Acceptance
For those who are prepared…
…chaos brings opportunity
Overcome Chaos with Resilience
Think… then act with courage
Step 3 in Change Resilience…Develop Options
Controllable Knowable Stable
InterestBut No Control
No Interest
Strong Influence
DirectControl
D= IOOp
NONO
NONO
NO
NO NO
The COURAGE to say NO
NO
NO
NO
Stephen Covey
You don’t prioritize your schedule… you schedule your priorities.
2003:91B
329,000E164C
= 7.9B #10 / F500
2008:103B
398,000E170C
= 12.3B #20 / F500
1993:67B
377,000E180C
= (8.3B) F500
IBM
IBM’s 21 billion dollar strategy…
• True partnering with clients• Passion for the business• Innovation & Collaboration…
Why you need to be a “Master of Collaboration”
• You cannot succeed alone.
• You need a team of the brightest people you can possibly find to help you.
• You need that team to work extremely well together.
• You need that team to support you with enthusiasm, respect and trust.
But don’t take my word for it…
Anne MulcahyCEO of Xerox and the third most powerful woman in the world!
1. Build a network of great relationships with people who want to see you succeed.
2. You don’t have all of the answers, so ask for help and advice from the smartest people you can find.
3. Learn to be a learner.
4. Listen intently to the people you serve… your employees and your customers.
Some really great advice…
Web of Value
VOC + MOT
Extreme Customer Focus
VOC
Moments Of Truth
Summary of Key Ideas
• (T+C+ECF) x DE = Business Success
• Overcome Change With Resilience
• Influence – Control – No Control
• Clear Intended Outcome
• Where Should Say “No”
• Be a Master of Collaboration
• VOC + MOT
The Winner’s Mindset
Believe You Can Win
Learn How To Win
Expect To Win
THANK YOU
If you have any questions at all please do not hesitate to send a note or call. My email address is: [email protected]
Also, you might find value in the ideas I share in my blog. You can sign up for it at:www.blog.johnspence.com
Lastly, these slides have already been uploaded to:http://www.slideshare.net/johnspence