Introduction
Breandan Filbert
3 Principles of SalezWORKS Programs
1 To get what you want you must help others get what they want
2 Focus on quality over quantity of relationships
3 Focus on follow up and follow through
Program Objectives
Start Right!Evaluate your current C of I
Find Resources
Develop Referral Partners
Increase sales!!
Stop Wasting Time with the Wrong People!!!
Definition of Influence
Power or authority arising from elevated station, excellence of character or intellect, wealth, etc.
“Noun
VerbTo control or move by power, physical or moral; to affect by gentle action; to exert an influence upon; to modify, bias, or sway; to affect; to move; to persuade; to induce.
“
Analysis
Strengths
SWeaknesses
W
Opportunities
OThreats
T
What do you Influence?
O Business Strategy & Direction
Financial Decisions
Human Capital (hire & fire)VPFamily
Vendor Selection
OM Facility
OM Products
Resources
? Where to go for coffee
$$ $
$
OM
O
OVP
Poll
How often are you contacted as a resource?
FrequentlyA OccasionallyB NeverC
Expanding Your Circle of Influence
Who do you Influence?
Exercise your C of I
Chief
Executive
Semi
Annual
Review
Preparation is Key to Success
ResearchCompany
Industry
Competitors
Vendors
Clients
Who Else?
Money
Do your clients go to for advice?
Talent
Strategy
The Joy of Account Retention
Now What?
Evaluate your own Center of Influence and find resources strong where you are not
Find potential partners who offer services to increase your value proposition
Become the ‘Go- To’ Resource for your clients for all their needs related to your Center of Influence
Conduct semi-annual reviews with your best clients to understand their strategic direction, challenges and areas you can provide great resources to accomplish their goals
Thank You!
To learn more about Productive Prospecting Relationships, join us
for our upcoming webinar on Building and Leveraging a
Powerful Center of Influence
Have a great day and Good Selling!
Contact Breandan via email at [email protected]
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