SS
Ten Slides in Ten Minutes:
I Never Know What to Say to You
[Capturing the Hearts and Minds of Prospects & Clients]

Pre...
The Business Journey

Step ‘n’

Step 4
Step 3
Step 2
Step 1

The defined journey, in any relationship, will indicate what ...
My Business Prospects
Success is a Balanced Lifestyle

Focus on Prospect’s
Business Imperatives and
understand their Indus...
Strangers - Future Friends
Success is a Balanced Lifestyle

Focus on reasons to
change the stranger into
becoming a friend...
My Manager
Success is a Balanced Lifestyle

Understand your
organisation’s business
strategy and your manager’s
part in it...
My Partner
Success is a Balanced Lifestyle

View the relationship as
lifetime value and not just the
minute-by-minute grat...
My Best Friend
Success is a Balanced Lifestyle

Never take for granted and
keep building the relationship
to ensure its on...
My Mentor
Success is a Balanced Lifestyle

Never disregard the
value of knowledge and
experience sharing
Mutual
Respect

D...
My Parents
Success is a Balanced Lifestyle

They raised you as best
as they could – without
mentioning the
problems that t...
My Children
Success is a Balanced Lifestyle

The innocent result of your
actions. Treat them as you
would want your parent...
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Ten Slides in Ten Minutes - I Never Know What to Say to You

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A very brief look at what to focus on when dealing with other people

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Ten Slides in Ten Minutes - I Never Know What to Say to You

  1. 1. SS Ten Slides in Ten Minutes: I Never Know What to Say to You [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP bill.graham@sales-synthesis.co.za March, 2014
  2. 2. The Business Journey Step ‘n’ Step 4 Step 3 Step 2 Step 1 The defined journey, in any relationship, will indicate what must be addressed at every step 2
  3. 3. My Business Prospects Success is a Balanced Lifestyle Focus on Prospect’s Business Imperatives and understand their Industry Business Case Identify Needs Value Derivation Solution Discourse Focus on the Prospect’s business, their resultant needs and how you can add value 3
  4. 4. Strangers - Future Friends Success is a Balanced Lifestyle Focus on reasons to change the stranger into becoming a friend Communication Baring Pairing Caring Sharing Focus on the fact that you could add value to a stranger’s life and expect nothing in return 4
  5. 5. My Manager Success is a Balanced Lifestyle Understand your organisation’s business strategy and your manager’s part in its execution Display of Loyalty Openness & Sharing Trust in Confidence Common Ambitions Actions Required to build a mutually agreeable future Focus on the fact that visibility is a necessity and therefore communication a priority 5
  6. 6. My Partner Success is a Balanced Lifestyle View the relationship as lifetime value and not just the minute-by-minute gratification & issues Mutual Openness Commitment & Trust Surprise Gifts Supporting Ambitions Mutual Value Derivation Focus on longevity and the continuous ability to add value to their lives 6
  7. 7. My Best Friend Success is a Balanced Lifestyle Never take for granted and keep building the relationship to ensure its ongoing strength Never take for granted Never take for granted Never take for granted Never take for granted Focus on the fact that true friendship evolves through mutual respect 7
  8. 8. My Mentor Success is a Balanced Lifestyle Never disregard the value of knowledge and experience sharing Mutual Respect Deliver on Promises Ability to Assist a Third Party Gratitude Expectations Focus on how the Mentor can add value to your world 8
  9. 9. My Parents Success is a Balanced Lifestyle They raised you as best as they could – without mentioning the problems that they faced Positive Attitude Tough Love Acceptance Support Respect Focus on the fact that they raised you and they probably did a pretty good job 9
  10. 10. My Children Success is a Balanced Lifestyle The innocent result of your actions. Treat them as you would want your parents to have treated you. Love & Nourish Love & Support Love & Advice Love & Acceptance Unconditional Love Focus on the fact that you want children to be independent and self-sufficient 10

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