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Final frontier trifold


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We are experiencing a forced management change of over 60% of middle market companies in the US economy, the retirement of the Boomer generation. What will happen to Boomer-owned companies?

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Final frontier trifold

  1. 1. Stories 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 magnitude/importance Solution (2 sentences) The listener will translate your specific actions into general capabilities they want. (Hint: Use “I”.) Result (1 sentence) Dessert or punch line After each PSR, qualify the listener’s interest. 1. 2. 3. 4. (45 to 60 seconds speaking time.) What was the best thing you learned at The Final Frontier? Please comment at rontier This work is licensed under the Creative Commons Attribution-Noncommercial 3.0 United States License. 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 DICKDAVIES@SALESLABDC.COM GOOGLE.COM/+DICKDAVIES
  2. 2. The Big Change We are embarking on the greatest business revolution in 4 generations. It affects our whole economy. 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 of ownership. 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 retirement. 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 previously ignored. Here’s a way to start. Introductions Here is a template to get more power from your introduction. Name Title Organization 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 conversation. 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 are excellent? 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.