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Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13
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Shirlaws-Skillsapien Seminar on Maximising Assets - 29/7/13

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Presented by Séan Collins, Senior Strategy Coach at Shirlaws - a leading business advisory and coaching firm with operations in 11 countries. …

Presented by Séan Collins, Senior Strategy Coach at Shirlaws - a leading business advisory and coaching firm with operations in 11 countries.

Presented at Skillsapien's "Building Assets that Maximise Cash" Master Class on 29/7/2013

Published in: Business, Economy & Finance
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  • 1. Seán Collins – scollins@shirlawscoaching.com July 2013 (C) Shirlaws Coaching Australia - 2013
  • 2. Shirlaws • Group Founded 1999 • Works with small to mid tier companies • Licensed in eleven countries • Specific business frameworks designed to support growth of companies • Coaching not consulting (C) Shirlaws Coaching Australia - 2013
  • 3. How to Build Assets That Maximise Cash (C) Shirlaws Coaching Australia - 2013
  • 4. Agenda Items: • Cut Through Products • Solution Selling • Minimise Waste – Know your numbers • Valuation – Building the Asset Base (C) Shirlaws Coaching Australia - 2013
  • 5. ACM – Purpose “Create An Impact” ACM are the key facets in the methodology used to build a product. They are defined in the following way: •Architecture – the structure, methodology, framework or formula which governs the product. •Content – the technical description of the product •Marketability – the ‘cut through’ messaging about the product (C) Shirlaws Coaching Australia - 2013
  • 6. What is the ACM Framework? Architecture – Content - Marketability • The ACM framework allows a business to leverage its core product(s) by adding ‘cut through’ product lines or extending existing product lines. • In a recessionary period it is these enhancements to products that are the key to “flicking” the business out of a recessionary mode. • The rise of social media and its use within business means that it is those businesses which have ‘cut through’ pre and post products that win sales appointments. • Key is to innovate and differentiate (C) Shirlaws Coaching Australia - 2013
  • 7. Product Sales Person Described as: • Order taker • Not Creative • Product not business focussed • Weak relationships • Poor servicing Solution Sales Person Described as: • Looks for bigger opportunities • Creative business/account focussed • Strong relationships • Aims to sell long term Makes more money for the company and they are the better (sales) people Solution Selling....What type are you? (C) Shirlaws Coaching Australia - 2013
  • 8. Product HOW DO WE TRAIN MORE OF THESE Solution TO DO MORE OF THIS (Without losing “Product” revenues i.e. without over-selling) The Business Issue (C) Shirlaws Coaching Australia - 2013
  • 9. Product Sales I have a need... Solution Sales I do not have a need…. But from the clients perspective (C) Shirlaws Coaching Australia - 2013
  • 10. Product Sale The job of the sales person in this context is to: • Sell the company • Sell their service levels • Sell the price • Fact Find and match the correct product Examples: • When you approach a recruitment agency to source another employee the recruitment agency does not have to convince you to recruit somebody in the first place. They just have to sell their company’s services. • A bank manager doesn’t convince you to buy a house – he just matches your mortgage requirements to the bank’s product suite. (C) Shirlaws Coaching Australia - 2013
  • 11. Product “Client” • Accounting • Banking • Marketing • IT • Lending • Other personal services • Property • Legal • Private Equity • Recruitment • Branding The vast majority of the world sells services to people who have already identified that they have a need: (C) Shirlaws Coaching Australia - 2013
  • 12. i.e. The customer already had a need (C) Shirlaws Coaching Australia - 2013
  • 13. The “Good” Product Sales Person Up-sells the customer: “Here is your mortgage” now what about: • Insurances – life, health, house, contents • Bank accounts • Credit cards • Savings & investments (C) Shirlaws Coaching Australia - 2013
  • 14. Sales summary Product person Takes the order Good product person Up sells Solution sales person Creates the need (C) Shirlaws Coaching Australia - 2013
  • 15. Minimise Waste – Know Your Ratios (Capacity Numbers) 4 7 12 17 24 33 48 (C) Shirlaws Coaching Australia - 2013
  • 16. Valuation = Profit (x) Multiple Which side of the equation creates value and leverage? (C) Shirlaws Coaching Australia - 2013
  • 17. Valuation Benchmark Formula (C) Shirlaws Coaching Australia - 2013
  • 18. Seán Collins – scollins@shirlawscoaching.com July 2013 (C) Shirlaws Coaching Australia - 2013

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