What does it take to be an exceptional organization? It starts with an assessment of what your clients really WANT to buy versus what they HAVE to buy. And it means having a solid understanding that the way we sell and engage our clients affects our sales success. All of this is wrapped together with a healthy set of beliefs to drive organizational behaviors.

1. Delivering Value
Amidst Today’s Challenges
It starts with the core beliefs of a
healthy organization

2. “
We cannot solve
our problems
with the same
thinking we used
when we created
them.

3. IT’S ALL ABOUT
RESULTS

5. $
Time

6. What got you here . . .
. . . won’t get you any
further
. . . won’t even keep you
where you are

7. Partner
Contributor
Consultant
Preferred
Seller
Vendor
Expand
Your
Value
to
the
Client

8. Each
Advancement
Credibility
CompeAAon
Access
Price
SensiAvity
Margins
Repeat
Business
Sales-­‐Cycle
Length

9. $
Time

10. Settle?
Do more of the same?
Give up?
Take control?
What do you do?

12. If you focus on results, you will
never change. If you focus on
change, you will get results.
…………………………..
Jack Dixon

13. What is it that
needs to change?

14. Results

15. Results
Habits

16. Results
Habits
Behaviors

17. Results
Habits
Behaviors
Beliefs

18. What do you believe?

19. Unhealthy Beliefs
ü I’m not sure my clients value what I deliver.
ü I’m not sure I deserve the success I have achieved.
ü I’m
not sure l can acquire the skills/knowledge to compete.
ü Sometimes,
I feel like a pretender.
ü I’m
intimidated by my competition.
ü I’m
actually afraid of my clients.

20. Sometimes . . .
We’re overly confident

22. Perception Reality?

23. Your BELIEFS
determine your
success

24. Nobody cares about
WHAT you sell, they
care about WHY you
sell it.
Simon Sinek

25. 3 Critical!
Messages!
Why
How
What

26. • “We
care”
Why
• Price
• Features
• Facts
• StaAsAcs
How
What
Traditional
Approach!
?

27. ü Wrong Order!
ü Incomplete!
What
How
? Why

28. 3 Critical!
Messages!
Why
How
What

30. Q4i Approach!
Why
• “We
help
build
organizaAons
worth
commiLng
to.”
How
• Unique
process
that
evaluates
the
key
areas
(soluAon/
process/results)
and
builds
the
appropriate,
customized
plan.
What
• Insurance
–
CommunicaAon
–
Engagement
–
Cyber
Risk,
etc.

31. WHY
What’s yours?

32. WHAT
will you
do?
HOW
will you
behave?

33. Belief # 1
VISION brings
confidence, focus,
control, and purpose to
everything we do.

34. Behavior Builder
Constant clarity of:
• WHO you need to become
• WHY it is necessary
• HOW everyone contributes
• Progress being made

35. Belief # 2
Leadership has a
responsibility to over
communicate

36. Behavior Builder
Healthy Org’s communicate
• WHY
• Core Values
• Strategy
• Top priority

37. Belief # 3
I have 2 priorities and I
schedule time for both.

38. Behavior Builder
ID % of time to target for
sales activities and
schedule it every week

39. Belief # 4
Constant learning is part
of my job

40. Behavior Builder
ID Your “Rolling 3”
• Technical Knowledge
• Strategic HR | Risk Mgt.
• General Business Acumen

41. Belief # 5
Results are all that
matter.

42. Behavior Builder
Collect “success stories”.
Discuss in meetings and
promote socially.

43. Belief # 6
I am responsible for my
own success.

44. Behavior Builder
Define weekly success
• 4 critical functions
(Prospects, Clients, COI, Personal Development)
• Top 2 “To Do’s” each wk

45. Belief # 7
We must bring real value
to the business/lives of
our clients.

46. Behavior Builder
We will become a “partner”
in the business/lives of our
clients.

47. Belief # 8
I will NEVER lose
because my competition
was better prepared.

48. Behavior Builder
Have a preparation
checklist for every prospect
and client meeting.
•
•
•
•
Industry
Company – Goals/ODDS
Roles & Goals
Competitive Environment

49. Belief # 9
We have a responsibility
to communicate our
value.

50. Behavior Builder
ü Clarity of WHY
ü Clarity of HOW
ü Clarity of WHAT

51. Nothing
Easy
About It

52. Day 1 = complete

53. ?
Insert
Image
Here
Day 1 = complete

54. Don’t be upset
by the results
you didn’t get
with the work
you didn’t do.

55. Kevin@Q4intel.com
Twitter - @kevintrokey
LinkedIn - KevinTrokey