A slide summary of the Feb. 11, 2014 presentation made at the Pomp's Tire annual meeting. The presentation introduces some of the ideas contained in my book, "Quit Whining and Start SELLING!"

1. Twitter: @KellyRiggs
www.VMaxPG.com
Quit Whining and
Start SELLING!
Ⓒ 2013 Vmax Performance Group • www.VMaxPG.com
1-on-1 Management® is a registered trademark.
Wednesday, February 12, 14

2. Q u i t W h i n i n g a n d Start SELLING!
Factors That Impact a Sale
•Price
18%
•Quality
21%
•Offering Total
Solution
22%
•Effectiveness of
the Salesperson
39%
Source: HR Chally 2007 World-Class Sales
Excellence Research Report
© 2008- 2014
Vmax Performance Group
www.VMaxPG.com
Wednesday, February 12, 14

3. Q u i t W h i n i n g a n d Start SELLING!
1. Can’t be passive
2. Can’t be a commodity
3. Can’t rely on luck
© 2008- 2014
Vmax Performance Group
www.VMaxPG.com
Wednesday, February 12, 14

4. 1
Wednesday, February 12, 14

5. Q u i t W h i n i n g a n d Start SELLING!
2
Wednesday, February 12, 14

6. Q u i t W h i n i n g a n d Start SELLING!
Does LOWEST PRICE mean lowest “cost?”
Does LOWEST PRICE mean the best final result?
Does LOWEST PRICE create an innovative solution?
Does LOWEST PRICE ensure attention to detail?
Does LOWEST PRICE ensure common sense will be applied?
Does LOWEST PRICE ensure cooperation between parties?
Does LOWEST PRICE create understanding of customer’s intent?
Does LOWEST PRICE guarantee expertise?
Does LOWEST PRICE allow for new technology?
Does LOWEST PRICE allow for best practices?
Does LOWEST PRICE create the best customer experience?
Does LOWEST PRICE mean timely support and follow-up?
Does LOWEST PRICE mean the project will be on-time?
© 2008- 2014
Vmax Performance Group
www.VMaxPG.com
Wednesday, February 12, 14

7. What creates value
for our customers?
What do we do
that is unique?
What do we do
better than
everyone else?
What are we
known for?
Wednesday, February 12, 14

8. Q u i t W h i n i n g a n d Start SELLING!
Create a
Standard
Troubleshoot
Feedback
Consistency
Wednesday, February 12, 14
Training
3

9. Q u i t W h i n i n g a n d Start SELLING!
“If you can't describe what you are
doing as a PROCESS, you don't
know what you're doing.”
W. Edwards Deming
Wednesday, February 12, 14

10. Q u i t W h i n i n g a n d Start SELLING!
Poor Planning
Poor Preparation
Poor Presentations
Wednesday, February 12, 14

11. Q u i t W h i n i n g a n d Start SELLING!
Why y!?
Because we have confidence in your work
Because we perceive less risk with you
Because you understand my business
Because your people are helpful and easy to work with
Because you take responsibility for your work, regardless
Because you solve problems others can't
Because you have more resources than your competitors
Because you are responsive and address issues very quickly
Because you provide value to our company beyond the project
Because we
TRUST you
© 2008- 2014
Vmax Performance Group
www.VMaxPG.com
Wednesday, February 12, 14

12. 1. Be INTENTIONAL
2. Be DIFFERENT
3. Follow a PROCESS
Wednesday, February 12, 14

13. Q u i t W h i n i n g a n d Start SELLING!
Twitter: @KellyRiggs
Web:
www.VmaxPG.com
“Qmbot!bsf!pomz!hppe!joufoujpot!vomftt!uifz!
jnnfejbufmz!efhfofsbuf!joup!ibse!xpsl/”!
Peter Drucker
Wednesday, February 12, 14
!anks!
© 2008- 2014
Vmax Performance Group
www.VMaxPG.com