SlideShare a Scribd company logo
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
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
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
1
Wednesday, February 12, 14
Q u i t W h i n i n g a n d Start SELLING!

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

Wednesday, February 12, 14
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

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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
  • 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