Buyer, Seller Or Consultant?

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What's your style? Think about it. Which one of the following best describes the perception you perpetuate?

* Homeless Person
* Girl Scout
* Time-Life Operator
* Ambassador of Good Will
* Used Car Salesman
* Physician w/poor bedside manners
* Physician w/great bedside manners

Hurts a little bit, doesn't it? THAT"S GOOD! It means you're getting REAL with yourself.

Now the hardest Question of all: What are you willing to do about it?? Why? When?

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  • Do you want to be the TIME LIFE OPERATOR? The GIRL SCOUT? HOMELESS (read: DESPERATE)? Ambassador of Good Will? 'USED CAR SALESMAN'? OR ~> ~> How about a DOCTOR EXCELLENT BEDSIDE MANNERS?

    That's who I'd prefer to be...a trusted professional who will assess my situation and make recommendations.
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    Are you sure you want to  Yes  No
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  • Within context of recruiting, what does that sound + MPC call as example Traditional Buyer – Seller Dynamic? MPC call as example + It’s a beautiful thing! (provided we KNOW WHY WE ARE DOING IT) WHY? Perfect simplest form of communicating in a short period of time: value, defining your role, competence, and poof! Rapor is established! Congrats! You have a new client! ---- Gas station to buy gas – buyer ex
  • CONTEXT within a typical recruiting process Buyer analogy – gas station Seller analogy - ??? Consultant - ??? Which is most Efficient? Which is most Effective? Why?
  • Pictures you stare at forever and then something appears – it was there all the time Results in: Changes your perception of yourself Better decision making Improved ability to prioritize Changes perception of your customers Ultimately changes your relationships Take responsibility Someone who doesn’t have your goals in mind
  • Student/Learner Hope this is where we are or at lea st want to be… These things may be how you feel Prisoner Vacationer Know-it-all Student/Learner
  • Anticipated AE Objection: But I’m not an SME (subject matter expert)…. Don’t need to be EXAMPLE: We (literally) placed 2 PhD level rocket scientists in the last 5 years
  • (1 min duration - please Take Notes – We’ll be discussing this) *My thoughts on VM* Trying to “catch me” today “ bouncing” one off of me Homeless Person – literally “hat in hand” begging for “X” Girl Scout – (broken record that doesn’t vary for anyone – we’re here from the Girl Scouts of America & we want your support by buying these peanut butter dosidos thin mints etc Time-Life Operator – yes sir no sir three bags full – anything you want – account “manager” vs. account “executive” Ambassador of Good Will (know the industry know your business but never get around to selling anything – just sharing info and talking – cant ask simple but hard questions) “ Used Car Salesman ” – ( pushy, all about them – whatever it takes to get you to buy a car today right now before leaving the lot) Physician w/poor bedside manners – (knowledgeable but cocky/arrogant) NECESSARY ADVISOR Physician w/great bedside manners ( knowledgeable, understanding, caring) aka TRUSTED ADVISOR
  • Difference in thought process and behaviors of Category #7 and #1-6: Unless your God-given talent is in the less than 5% range, you’re not going to be in a position with great bedside manners… if that’s your default disposition, great, you’re lucky…. If NOT, You’ll likely have to change the way you act and will result the way you think You can’t think yourself into feeling better, you have to act yourself into feeling better (Follow up Q&A) Which one would you rather be? Why? How does 1 – 6 see the world differently than #7? Why? How does 1-6 priroitize their time differently than #7? How? EXAMPLE: How will #7 likely differ in decision-making re: which JO to work? You may say, easy to say if you have 25 jobs on your desk, but what if you only have 3? Id suggest that if you only have 3 jobs to work, its even MORE IMPORTANT to evaluate!!
  • Do you feel you’re there to convince them of your solution? (If so, you are FILLING POSITIONS and not fixing problems which is a good indicator that you are a commodity)
  • Buyer, Seller Or Consultant?

    1. 1. Buyer, Seller or Consultant? Which are you?? Which would you rather be?
    2. 2. <ul><li>Motivation ~ Behavior/Actions ~ Thought Process </li></ul><ul><li>Buyer </li></ul><ul><li>Seller </li></ul><ul><li>Consultant </li></ul>Let’s take a closer look: Traditional Dynamic of Buyer ~ Seller
    3. 3. <ul><li>What’s the Answer???? </li></ul><ul><li>It’s Simple, but not easy… </li></ul><ul><li>All that’s required is change: </li></ul><ul><li>Change how you act </li></ul><ul><li>Change how you think </li></ul><ul><li>DEFINE YOUR OWN VALUE </li></ul><ul><li>or someone else will do it for you… </li></ul>
    4. 4. How We Learn Tied to emotion or a visual reference (Extreme Pain not necessary!) <ul><li>These may pop into your head and/or mind: </li></ul><ul><li>I already do that… </li></ul><ul><li>That won’t work… </li></ul><ul><li>If you said that to me… </li></ul><ul><li>The old chestnut “ My business is different because…” </li></ul>
    5. 5. Learning from our Mistakes ~ PROCESS <ul><li>Unable to differentiate your value </li></ul><ul><li>Current sales approach/process doesn’t effectively communicate your value </li></ul><ul><li>Negotiating from weakness / Commoditization </li></ul><ul><li>“ When you Lose, don’t lose the lesson” </li></ul><ul><li>Dalai Lama </li></ul><ul><li>Can you identify with any of these? </li></ul>
    6. 6. REAL WORLD Example <ul><li>What is your perceived value? </li></ul><ul><li>What does she do well? </li></ul><ul><li>How could this voicemail be improved? </li></ul><ul><ul><li>Tempo, Tonality, etc. </li></ul></ul><ul><li>BREAKOUT MEETINGS Q3 </li></ul><ul><li>Homeless </li></ul><ul><li>Girl Scout </li></ul><ul><li>Time-Life Operator </li></ul><ul><li>Ambassador of Good Will </li></ul><ul><li>“ Used Car Salesman” </li></ul><ul><li>Physician w/poor bedside manners </li></ul><ul><li>Physician w/great bedside manners </li></ul>Which category best describes the PERCEPTION??
    7. 7. Let’s examine differences… <ul><li>What’s your preference?? </li></ul><ul><li>Disciplined or Dedicated? </li></ul><ul><li>Persistent or Passionate? </li></ul><ul><li>External Affirmation or Internal Values? </li></ul><ul><li>Overcome Objections or Modify Approach? </li></ul>
    8. 8. <ul><li>The BOTTOM LINE : </li></ul><ul><li>Are you FILLING POSITIONS </li></ul><ul><li>or FIXING PROBLEMS? </li></ul>Do they have YOUR goal in mind, or theirs?
    9. 9. Sales Power Training Video
    10. 10. “ Thinking is the hardest work there is, Which is probably why so few engage in it” -- Henry Ford

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