Uploaded byJim Cathcart
Sample Slides for Jim Cathcart "Relationship Intelligence®"
The document discusses the importance of relationship intelligence, emphasizing that relationships can be assets or liabilities that significantly influence one’s life. It outlines principles for effective relationships in professional settings, including a systematic approach to selling that prioritizes trust and collaboration over persuasion. The future is depicted as something that can be designed through intentional relationship management and self-awareness.
Sample Slides for Jim Cathcart "Relationship Intelligence®"
- 4. Premise selects Conclusion
- 5. CarTowers - Volkswagen, Wolfsburg, Germany Holds 800 cars, 20 stories, Fully Automated
- 6.
- 7. Is the daythat’s coming The one you trained for?
- 8. Assumptions *Your life isa series of Relationships. *Relationships are either Assets or Liabilities. *If you change the number, the quality or the nature of your Relationships then you also change your life. *All relationships have a “Desired Outcome” to them.
- 9. Relationship Intelligence® The ability to understand and employ human connections effectively to achieve a Desired Outcome
- 10. It’s not what youknow that counts, it’s …
- 11. It is notwho knows you that counts, it’s… Who is Glad they know you?
- 12. The Relationship Intelligence ® Formula Kinds of Three Kinds of Three Thinking + Doing ♦ Self ♦ Expressing ♦ Others ♦ Hearing ♦ Situation ♦ Adapting Desired Outcome
- 13. What is the purpose of what you do?
- 14. What kind ofperson do you need to be in order to attract the relationships you want?
- 15. Every Great Achievement ispreceded by a period of Fanatical D ed ication!
- 18. The Future YouExpect Determines What You Will Prepare For
- 19. People never “default”to a level above their previous best Lotto Winner!
- 20. “Half of myjob is keeping people in the right frame of mind” US President Bill Clinton White House July 29, 1994
- 21.
- 22. What do youwant?
- 23. Cause Your Future Become the person who will attract the future you want
- 24. “It is amistake to assume that people know what they might want. Without an understanding of what is possible, people will Daniel Burrus ask for too little.” Techno Trends
- 25. Boomers 1946-1964 Easter, 1947, Little Rock, Ark
- 26.
- 27. 1954 vs. 2010 Whatdo you think?
- 28. The Future surprisesus unless we design it. 28 days >1 Million sold! (iPhone took 3 months)
- 29. The Causal Chainof Choices Future Relationships Reputation Habits Actions Mindset
- 30. What kind ofperson do you need to be in order to attract the future you want?
- 31. Your Professional Equity Reputation Initiative Follow through Technical Expertise Financial Habits Service Quality Knowledge/Learning Adaptability Work Habits Responsiveness Appearance Supportiveness/Sincerity
- 32. Industrial Era vsOrganic Era ♦ Mechanisms φ Living Systems ♦ Consistent Needs φ Evolving Needs ♦ 8 to 5, weekdays φ 24/7/365 ♦ Persuasion φ Collaboration ♦ Personal Contact φ E-Contact ♦ Trained by Others φ Self-directed Trng. ♦ Knowledge is Power φ Trust = Power
- 33. Which are YOUperceived to be? Persuader or Partner?
- 34. “Trust is likethe air we breathe. When it is present nobody notices. But when it is absent, everybody notices.” Warren Buffet, Chairman & CEO, Berkshire Hathaway
- 35. “Trust is afruit. You can’t grow it directly. You can only grow and nurture the tree and the fruit will emerge in its own time.” Kevin Buck, Counselor, Philosopher, Consultant
- 36. Tension Trust
- 37. 1986 Premise: 2. Selling should be an act of friendship. 3. When Trust is very high, “selling” is not about persuasion.
- 38. Why Do RelationshipsMatter When Selling "A relationship without a sale is merely a social connection. A sale without a relationship is what one gets from a vending machine. Our clients deserve to have us as their partner-in-problem-solving." — Jim Cathcart, Relationship Selling
- 39. 1986 2002
- 40. www.relationshipselling.com 1. Prepare 2. Target 3. Connect 4. Assess 5. Solve 6. Commit 7. Assure 8. Manage
- 41.
- 42. The 8 Competenciesof Relationship Selling Prepare: Sale & Self Target: Who & How Connect: Head & Heart Assess: Situation & Person Solve: Educate & Collaborate Commit: Solution & Action Assure: Satisfied & Loyal Manage: Sales & Self
- 43. Prepare: Notice Even More! Sale: External & Internal & Self: Mental & Physical Target: Who: Groups & Individuals & How: Strategies & Tactics Connect: Head: Credibility & Activity & Heart: Relationship & Trust Assess: Situation: Probing & Analyzing & Person: Understanding & Empathizing
- 44. Solve: Educate: Presenting &Showing Relevance & Collaborate: Personalizing & Involving Commit: Solution: Summarizing & Negotiating & Action: Asking & Confirming Assure: Satisfied: Review & Follow Through & Loyal: UpServing & Recovery Manage: Sales: Resources & Information & Self: Growth & Motivation
- 45. 10 10 Prepare 10 Manage Target 10 Assure Connect 10 Commit Assess 10 10 Solve 10
- 46. What this means to you is…
- 47. Universal Human Needs TheNeed for: Maslow's Hierarchy of Needs: •Meaning •Recognition Self-Actualization •Control •Respect Esteem •Being Needed •Friendship •Being Trusted Belonging •Trusting Others •Accomplishment •Success/Hope Survival & Safety •Independence
- 48. Reading Buying Signals Stop:Not ready to buy Caution: Check before proceeding Go: Confirm it now
- 49. What Our CustomersExperience Feelings
- 50. The Grandma Factor: What: • Acknowledgement • Special Treatment Why: Because She Wanted To!
- 51. UpSelling: INCREASING THE SIZE OF THE (your needs) TRANSACTION INCREASING THE UpServing: AMOUNT OF (their needs) SATISFACTION
- 52. Four Seasons Hotel WestlakeVillage, CA dedicated to perfecting the travel experience through continuous innovation and the highest standards of hospitality.
- 53. Things that aremeasured tend to improve
- 54. Touch Points & Trust Points “Sweet Spot” 336 Impressions
- 55. What causes Salesto increase? Contacts with decision makers Conversations about benefits
- 56. Premise: Your greatest, fastest andeasiest advances will always come from your natural abilities. So, Know Yourself.
- 57.
- 58. View Toward Work#1 “All work represents a fight against something, an attack upon the environment. A farmer plows the earth, he harrows it, tears it, pulverizes it. He pulls out weeds, poisons insects & fights against droughts and floods. To be sure, all this is done in order to create something. That’s why we call it work and not rage.”
- 59. View Toward Work#2 “All work represents a service to something, the rearrangement and empowerment of the environment. A farmer loosens the earth, aerates it, irrigates it, adds nutrients, cleanses it of insects and weeds and protects it from drought and flood. All of this is done to enable the earth to foster growth.”
- 60. Optimism Is seeking the possibilitieseven when all you see is limitations
- 61. “One extra hourof study per day and you’ll be a national expert in five years or less .” Earl Nightingale
- 62. One hour xFive workdays x Fifty weeks = Two Hundred Fifty hours per year. 250 x 5 years = 1,250 hours! 1,250 hours on ONE subject = National Expert!
- 63. The essence of intellect is the ability to make distinctions.
- 64. TO KNOW MORE... NOTICE MORE! Recognize Patterns & Discover Principles
- 65. “For most peoplethe danger in their self analysis is that it stops too soon. They are too easily satisfied.” Dr. Sigmund Freud
- 66. People Who KnowThemselves: • Are Less Self-Conscious •Are Better Listeners •Are Less Judgmental of Others •Are More Willing To Admit Mistakes •Can Apologize Easily •Recover From Disappointments More Easily •Manage Stress More Effectively •Tend To Produce Better Quality Work •Experience Fewer Interpersonal Problems
- 67. “If you learnonly methods, you’ll be tied to your methods. But if you’ll learn principles, you can devise your own methods.” Ralph Waldo Emerson
- 68. The A/P ♦ Critic GridLeader ♦ © ♦ High Awareness/ ♦ High Awareness/ ♦ Low Performance ♦ High Performance Awareness ♦ Passenger ♦ Competitor ♦ Low Awareness/ ♦ Low Awareness/ ♦ Low Performance ♦ High Performance Performance
- 69. Success is notachieved by changing people’s nature. It is achieved by Aligning with their nature.
- 70. Intellectual Bandwidth: ♦ Conceptual 2% ♦ Strategic 18% ♦ Operational 80%
- 71. The “Zone” ofPersonal Velocity BURNOUT ANXIETY FLOW STRESS BOREDOM APATHY DEPRESSION
- 72. Zones of Velocity GOAL C H A L L E HIGH N G MODERATE E LOW TIME
- 73. 5 Questions ♦ Friend ♦ Mate ♦ Kids ♦ World ♦ Lottery
- 74. The 7 Natural ♦ Values Sensuality ♦ Empathy ♦ Wealth ♦ Power ♦ Aesthetics ♦ Commitment ♦ Knowledge
- 75. The Leader’s Dilemma: Whatif I spend all this time learning about people and they leave? But, what if you don’t… and they stay!
- 76. The Purpose ofwhat you do To Make Life Better For People
- 77. When you find Meaning in what you Dr. Ken McFarland do, you bring more Value to what you do.
- 78. He made thenight a little brighter wherever he would go The old lamplighter Of long, long ago. The music was written by Nat Simon, the lyrics by Charles Tobias published in 1946.
- 79. We can tellwhere you’ve been by the lights you left behind.
- 80.
- 81. Use All ofyour Strength
- 82. Daily Question How wouldthe …do what person I would I’m about to like to be… do?
Editor's Notes
- #54 Without Measures Progress Is Questionable & Success Is Uncertain So, What Do You Measure?