The Market Has ChangedHave you?paul d’souza

Who am ISales Leader and Practitioner- from door to door sales to $4 M deals.Studied Human Awareness and invented a philosophy called Wha-Dho.Turn-arond Specialist and Consultant.Entrepreneur and Author http://www.pauldsouza.com

Sales Leader and Practitioner- from door to door sales to $4 M deals.

Studied Human Awareness and invented a philosophy called Wha-Dho.

Turn-arond Specialist and Consultant.

Entrepreneur and Author

This Talk

Short VideoDid You Know ?

What Changed?Short Answer .... EverythingReality Check ...It’s Ok, it’s Normal

Proof

Some big things ChangedTechnology and the WebFinancial Markets and Credit Lines Politics & RegulationsDemographicsThe Good News ...You have new “Spaces of Possibility”

Technology and the Web

Financial Markets and Credit Lines

Politics & Regulations

Demographics

The Biggest ChangeWe have never seen this type of Customer before.A new Assessment of Value.This changes everything

We have never seen this type of Customer before.

A new Assessment of Value.

Today’s CustomerTremendously independentIs well informedVery hesitant to spend resourcesIs gripped with the same fears you areIs pre-occupied with surviving this marketAre well NETWORKED online - social mediae.g.; my Furniture buying process

Tremendously independent

Is well informed

Very hesitant to spend resources

Is gripped with the same fears you are

Is pre-occupied with surviving this market

Are well NETWORKED online - social media

Assessment of ValueLess cash flow = Less cash flow It’s based on Economic Principles & Human Behavior. When People Suffer - they see the world and behave differently.Human beings always move towards less pain and suffering.People are now making different buy decisions.

It’s based on Economic Principles & Human Behavior.

When People Suffer - they see the world and behave differently.

Human beings always move towards less pain and suffering.

People are now making different buy decisions.

The Hyatt Sales AssociateI am finding it really hard to “Slow” my prospects down long enough to present them my offer or talk about my proposal. - everything is impersonal e.g; voice mails- email me your proposal- I got this other on-line special- can you match the Priceline pricesSolution: Build rapport first then and them go through other requirements.

It’s Time to ChangeBecause the Market is too competitive to ...Think outside the boxWork smarter not harderPic the next “Google” or “Yahoo”Compete with overseas servicesWhat do you bring to the table that’s different?

Think outside the box

Work smarter not harder

Pic the next “Google” or “Yahoo”

Compete with overseas services

Now What?Where do you start?What do you do?What should your strategy be?Sell what to who?

Where do you start?

What do you do?

What should your strategy be?

Sell what to who?

Start With YourSELFOr your businessorganizationTap into the “Power” thatResides withinRemember ... Its always about peoplejust like you.

You are the differenceChances are there is NOT another youYou have unique qualities & relationshipsYou have the ability to assess valueYou have the ability to solve problemsYou have the ability to make a differenceBut are you?

Chances are there is NOT another you

You have unique qualities & relationships

You have the ability to assess value

You have the ability to solve problems

You have the ability to make a difference

Wha-Dho Sales Strategy The Principle of Purpose The Principle of Prosperity The Principle of Process The Principle of People The Principle of Practical Leadership

The Principle of Purpose

The Principle of Prosperity

The Principle of Process

The Principle of People

The Principle of Practical Leadership

PurposeSpecifies the ultimate sake for which you will act. You will have access to...PassionResourcefulnessCreative GeniusA “something” that sets you on fire.You become the competitive advantage.

Passion

Resourcefulness

Creative Genius

A “something” that sets you on fire.

ProsperityThis is a conversation of Money that is anchored in your sense of Purpose.How much money do you need to fulfill on your “Purpose” How much revenue do you want to bring in?How big do you want your W2 to be?Is this a $2M, a 20M or a $200M initiative

How much money do you need to fulfill on your “Purpose”

How much revenue do you want to bring in?

How big do you want your W2 to be?

ProcessWhat will you do to make the Money you need; to fulfill on your Purpose?Your business activity is designed to achieve success ... for you. Every action “Supports” or “Sabotages”.Design powerful action to help you win.What you do today has got to be relevant TODAY

Your business activity is designed to achieve success ... for you.

Every action “Supports” or “Sabotages”.

Design powerful action to help you win.

Accessing Revenue & ProfitRevenue and Profit reside where ...Human CapitalEconomic PrinciplesBusiness PracticesCome together in powerful ways.

Human Capital

Economic Principles

Business Practices

Sales 1-0-WhatSales is always about addressing a need.A good sale is when two things happen ...- Customer experiences value. - You make a profit.Its always about communication.There are always people involved.Its about revenue and profit

Sales is always about addressing a need.

A good sale is when two things happen ...- Customer experiences value. - You make a profit.

Its always about communication.

There are always people involved.

PeopleWho are the People that will help you execute on the things you need to do.Are they good? Can they help you fulfill?Support them, nurture them.Help them tap into their Creative Genius.Move powerfully in teams.Empower them to be your Force Multipliers

Are they good? Can they help you fulfill?

Support them, nurture them.

Help them tap into their Creative Genius.

Move powerfully in teams.

Understanding PowerSniper Rifle or Russian ArtifactThe rifle is your ProcessThis is youWithout alignment with your goals.You will not accomplish much.The target is your PurposeThat's it... That's it... One more step... One more step... clear that garbage can... BAM!

Practical LeadershipIts about Leverage and PowerIts about Initiative and DriveIts about Motivation and EnrollmentIts about Prevention and ResponseThe Olis Story

Its about Leverage and Power

Its about Initiative and Drive

Its about Motivation and Enrollment

Its about Prevention and Response

The Olis Story35 year old Spectrophotometer company.Revenues not growing & bad morale.Aligned employees with interest and skill.Realigned sales strategies.Increase customer service and marketing. Got out of the way!

35 year old Spectrophotometer company.

Revenues not growing & bad morale.

Aligned employees with interest and skill.

Realigned sales strategies.

Increase customer service and marketing.

Got out of the way!

What Are Customers BuyingThings that helps them survive this market.Solutions to problems they have to address.Real “Value” not speculation and gambles.Only from people they Trust.David Parks Blue Point LeadershipGerhard Gschwandtner CEO of Personal Selling Power,Chip ConleyCEO Joie de Vivre Hospitality

Things that helps them survive this market.

Solutions to problems they have to address.

Real “Value” not speculation and gambles.

Only from people they Trust.

Chateaux Software25 Year old Data Warehousing Company.Never had a Marketing Dept.Now they do.Communicating back to customers.Demonstrating Leadership.Educational Events and NewsLettersVery Successful with “targeted” and “niche” Educational Events

25 Year old Data Warehousing Company.

Never had a Marketing Dept.

Now they do.

Communicating back to customers.

Demonstrating Leadership.

Educational Events and NewsLetters

Very Successful with “targeted” and “niche” Educational Events

Its Time!Books available at the back. Special Event Price of $10 For The Circuit members and attendees.Honor System.Cash, Check or go to PayPal.com and send money to ... paul@pauldsouza.comMore information at:www.pauldsouza.com