Stories are the best way to teach. By telling
a prospect a story about your relationship
with a client, you are explaining what you
do, and also telling your prospect how your
successful clients behave.
The PSR Story
Problem (2 sentences) Establishes
Solution (2 sentences) The listener
will translate your specific actions
into general capabilities they want.
(Hint: Use “I”.)
Result (1 sentence) Dessert or
After each PSR, qualify the
(45 to 60 seconds speaking time.)
What was the best thing you learned at
The Final Frontier? Please comment at
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The Final Frontier
In the next fifteen years, the majority of
boomer-built, privately owned companies
will change hands. These companies are the
heart of American infrastructure.
This will be the largest change of ownership
in the history of our economy.
Understanding how to profit from this
change is important.
Selling Out – Rules of the road
The Second Half Of The Chessboard –
Changes that create great rewards
Models and Actuals -
Models simplify - actuals are real
What Is Trust?-
A critical and complex success factor
Is Your Company's Culture Spooking
Buyers?- The oil for smooth operations
and a mystery for a buyer
The Best Tool -
Solutions begin with a list
Optimal Time To Sell –
Prepare first then find the willing buyer
Does Business As Usual Attract
Buyers?- While ‘understood’ works
day-to-day, ‘written’ creates the value
THE FINAL FRONTIER
The Big Change
We are embarking on the greatest business
revolution in 4 generations. It affects our
The biggest change in ownership since
WWII is starting now and will continue
through the next 15 years. More than one
half of small and medium business in the
American economy are owned and managed
by Boomers, and will have a forced change
Who are they? Many current business
owners have their personal fortunes, the
scorecard of their careers, tied up in their
businesses. They must find a way to get the
money out of the business or assure its
continuing viability, or have an unsuccessful
Do you know business owners in this
situation – can’t figure how to get their
money out? What do they need? Owners are
looking for credible solutions.
We find that the keys to past success are
usually the owner’s point-of-view and the
culture of the company. We have found that
outside solutions seldom work, they aren’t
credible to the people doing the work, and
they often have never worked elsewhere.
How do you begin creating a solution to a
new problem? You should probably start
with a common definition of what you have
and what you want. Just defining those two
often shows available solutions that were
Here’s a way to start.
Here is a template to get more power from
Why Are You Excellent?
Why Are You Here?
“Name,” “title,” and “organization” should
be easy. If not, ignore them. Listen for
volume, articulation, and ability to
understand what was said.
“Why are you excellent?” requires more
thought. You help the other person by
predicting the type of relationship they
could have with you.
“Why are you here?” You can be active or
passive in a conversation. People who attend
meetings for trivial reasons attend trivial
meetings. Pick an important goal for this
Why Are You Excellent?
Here are four questions that may help you
develop an answer.
Why are you excellent?
Why is your organization excellent?
Why do your customers think you
After six months of improvement,
what will your customers think is the
best value you offer?
Stating where a prospect should watch for
your excellence means you are creating a
position. Formulating and using a
positioning statement allows you to define
areas of improvement. After speaking a
positioning statement, performance often
improves to catch up with your promises.
Organizations can start with multiple
positioning statements, indicating that
different individuals think the organization
does different things. This is normal, and we
want to find the best complete solution, not
the best compromise.