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Strategic Selling Excellence: The Winner’s Mindset

PMSL Winner's Mindset

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Page 1: PMSL Winner's Mindset

Strategic Selling Excellence: The Winner’s Mindset

Page 2: PMSL 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

Page 3: PMSL Winner's Mindset

A few of my clients:

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For the past 21 years…

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What does this mean to me?

How can I use this idea?

What can I do right away?

I am NOT a guru…

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For the next 50 minutes…

The Key Strategies for Success

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The 4 Ps of Expert Performance

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The Pattern of Business Success

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(T + C + ECF) x DE = Success

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The Four – I’s

• Ignorance• Inflexibility• Indifference• Inconsistency

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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.

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CHANGE

Anyone who tells you they enjoy change… should seek immediate professional help.

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Emotional Response to Perceived Negative Change

Stability

Immobilization

Denial

Anger

Bargaining

DepressionTesting

Acceptance

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For those who are prepared…

…chaos brings opportunity

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Overcome Chaos with Resilience

Think… then act with courage

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Step 3 in Change Resilience…Develop Options

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Controllable Knowable Stable

InterestBut No Control

No Interest

Strong Influence

DirectControl

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D= IOOp

NONO

NONO

NO

NO NO

The COURAGE to say NO

NO

NO

NO

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Stephen Covey

You don’t prioritize your schedule… you schedule your priorities.

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2003:91B

329,000E164C

= 7.9B #10 / F500

2008:103B

398,000E170C

= 12.3B #20 / F500

1993:67B

377,000E180C

= (8.3B) F500

IBM

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IBM’s 21 billion dollar strategy…

• True partnering with clients• Passion for the business• Innovation & Collaboration…

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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…

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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…

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Web of Value

VOC + MOT

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Extreme Customer Focus

VOC

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Moments Of Truth

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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

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The Winner’s Mindset

Believe You Can Win

Learn How To Win

Expect To Win

Page 30: PMSL Winner's Mindset

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