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The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
The nem Way: The VALUE Encounter - Treat Your Customers Like Animals
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The nem Way: The VALUE Encounter - Treat Your Customers Like Animals

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How do you acquire more customers and grow your sales without selling? How do you make what your business sells so attractive that customers are delighted to be a great reference for you? How do you …

How do you acquire more customers and grow your sales without selling? How do you make what your business sells so attractive that customers are delighted to be a great reference for you? How do you develop deep and long lasting customer relationships that deliver amazing loyalty and returns?

See the video which accompanies this presentation at:
http://youtu.be/JhojOazWMyY

John McKinstry is the Managing Director of nem Australasia Pty Ltd (http://www.nem.net.au). His new book "Treat Your Customers Like Animals" explains how to use the VALUE Encounter approach to achieve a non-selling, value-adding business culture that profitably leads to sales growth.

Darrell Weekes is the Director of Strategy at Attache Software (http://www.attache.com.au). He explains, at this presentation and book launch within Sydney's Aquarium, how his company adopted the VALUE Encounter approach - achieving a non-selling business culture that drove sales and customer loyalty.

Published in: Business, Technology
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  • 1. BookIntroductionSydney Aquarium5th June 2013www.nem.net.au
  • 2. AuthorJohn McKinstryManaging Directornem Australasia Pty Ltdwww.nem.net.au2
  • 3. PresenterDarrell WeekesDirector of StrategyAttache Softwarewww.attache.com.au3
  • 4. People have grown tired oftraditional sales techniques4
  • 5. TheVALUE Encounter meansnever having to “sell” again5
  • 6. nem uses theValue Encountermethodology.A counter-intuitive approach whichrespects customers and uncovers what abusiness needs in a non-sellingenvironment.6
  • 7. TraditionalCustomerSegmentationA flawed approach because itrelies on what we know anddoesn’t capture what the natureof the relationship with theclient.7
  • 8. The 3 Cornerstones• Understand the customerrelationship - identify clientsas animals as a measure ofyour knowledge of them• Secure the engagement usingaVALUE Encounter meetingto uncover their business orpersonal objectives.• Value delivery - balancingwhat your client wants withwhat they need to do toobtain it
  • 9. etcClientnemClientnem uses the“JohariWindow”We uncover what we don’tknow.We identify valuableinformation.It leads to better customerunderstanding andsegmentation.9
  • 10. The Elephant10
  • 11. The Tiger11
  • 12. The Cat12
  • 13. The Kitten13
  • 14. CaseStudy:Applying theVALUE EncounterMethodology14Helping Business OwnersImproveTheir Business
  • 15. A better way toanswer this15

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