BookIntroductionSydney Aquarium5th June 2013www.nem.net.au
AuthorJohn McKinstryManaging Directornem Australasia Pty Ltdwww.nem.net.au2
PresenterDarrell WeekesDirector of StrategyAttache Softwarewww.attache.com.au3
People have grown tired oftraditional sales techniques4
TheVALUE Encounter meansnever having to “sell” again5
nem uses theValue Encountermethodology.A counter-intuitive approach whichrespects customers and uncovers what abusiness ne...
TraditionalCustomerSegmentationA flawed approach because itrelies on what we know anddoesn’t capture what the natureof the ...
The 3 Cornerstones• Understand the customerrelationship - identify clientsas animals as a measure ofyour knowledge of them...
etcClientnemClientnem uses the“JohariWindow”We uncover what we don’tknow.We identify valuableinformation.It leads to bette...
The Elephant10
The Tiger11
The Cat12
The Kitten13
CaseStudy:Applying theVALUE EncounterMethodology14Helping Business OwnersImproveTheir Business
A better way toanswer this15
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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 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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The nem Way: The VALUE Encounter - Treat Your Customers Like Animals

  1. 1. BookIntroductionSydney Aquarium5th June 2013www.nem.net.au
  2. 2. AuthorJohn McKinstryManaging Directornem Australasia Pty Ltdwww.nem.net.au2
  3. 3. PresenterDarrell WeekesDirector of StrategyAttache Softwarewww.attache.com.au3
  4. 4. People have grown tired oftraditional sales techniques4
  5. 5. TheVALUE Encounter meansnever having to “sell” again5
  6. 6. nem uses theValue Encountermethodology.A counter-intuitive approach whichrespects customers and uncovers what abusiness needs in a non-sellingenvironment.6
  7. 7. TraditionalCustomerSegmentationA flawed approach because itrelies on what we know anddoesn’t capture what the natureof the relationship with theclient.7
  8. 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. 9. etcClientnemClientnem uses the“JohariWindow”We uncover what we don’tknow.We identify valuableinformation.It leads to better customerunderstanding andsegmentation.9
  10. 10. The Elephant10
  11. 11. The Tiger11
  12. 12. The Cat12
  13. 13. The Kitten13
  14. 14. CaseStudy:Applying theVALUE EncounterMethodology14Helping Business OwnersImproveTheir Business
  15. 15. A better way toanswer this15

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