The Circuit - The Market Has Changed...Have You?

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Learn a new strategy for selling in tough markets.

With the break down of the financial markets the very interpretation of value has altered; leaving us with in essence, a new market place. Customers behave differently and so must we, in how we sell to them.

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The Circuit - The Market Has Changed...Have You?

  1. 1. The Market Has Changed<br />Have you?<br />paul d’souza<br />
  2. 2. Who am I<br /><ul><li>Sales Leader and Practitioner- from door to door sales to $4 M deals.
  3. 3. Studied Human Awareness and invented a philosophy called Wha-Dho.
  4. 4. Turn-arond Specialist and Consultant.
  5. 5. Entrepreneur and Author </li></ul>http://www.pauldsouza.com<br />
  6. 6. This Talk<br />
  7. 7. Short Video<br />Did You Know ?<br />
  8. 8. What Changed?<br />Short Answer .... <br />Everything<br />Reality Check ...<br />It’s Ok, it’s Normal <br />
  9. 9. Proof<br />
  10. 10. Some big things Changed<br /><ul><li>Technology and the Web
  11. 11. Financial Markets and Credit Lines
  12. 12. Politics & Regulations
  13. 13. Demographics</li></ul>The Good News ...<br />You have new “Spaces of Possibility”<br />
  14. 14. The Biggest Change<br /><ul><li>We have never seen this type of Customer before.
  15. 15. A new Assessment of Value.</li></ul>This changes everything<br />
  16. 16. Today’s Customer<br /><ul><li>Tremendously independent
  17. 17. Is well informed
  18. 18. Very hesitant to spend resources
  19. 19. Is gripped with the same fears you are
  20. 20. Is pre-occupied with surviving this market
  21. 21. Are well NETWORKED online - social media</li></ul>e.g.; my Furniture buying process<br />
  22. 22. Assessment of Value<br />Less cash flow = Less cash flow <br /><ul><li>It’s based on Economic Principles & Human Behavior.
  23. 23. When People Suffer - they see the world and behave differently.
  24. 24. Human beings always move towards less pain and suffering.
  25. 25. People are now making different buy decisions.</li></li></ul><li>The Hyatt Sales Associate<br />I am finding it really hard to “Slow” my prospects down long enough to present them my offer or talk about my proposal. <br />- everything is impersonal e.g; voice mails- email me your proposal- I got this other on-line special- can you match the Priceline prices<br />Solution: Build rapport first then and them go through other requirements.<br />
  26. 26. It’s Time to Change<br />Because the Market is too competitive to ...<br /><ul><li>Think outside the box
  27. 27. Work smarter not harder
  28. 28. Pic the next “Google” or “Yahoo”
  29. 29. Compete with overseas services</li></ul>What do you bring to the table that’s different?<br />
  30. 30. Now What?<br /><ul><li>Where do you start?
  31. 31. What do you do?
  32. 32. What should your strategy be?
  33. 33. Sell what to who?</li></li></ul><li>Start With YourSELF<br />Or your businessorganization<br />Tap into the <br />“Power” that<br />Resides within<br />Remember ... Its always about people<br />just like you.<br />
  34. 34. You are the difference<br /><ul><li>Chances are there is NOT another you
  35. 35. You have unique qualities & relationships
  36. 36. You have the ability to assess value
  37. 37. You have the ability to solve problems
  38. 38. You have the ability to make a difference</li></ul>But are you?<br />
  39. 39. Wha-Dho Sales Strategy<br /><ul><li> The Principle of Purpose
  40. 40. The Principle of Prosperity
  41. 41. The Principle of Process
  42. 42. The Principle of People
  43. 43. The Principle of Practical Leadership</li></li></ul><li>Purpose<br />Specifies the ultimate sake for which you will act. You will have access to...<br /><ul><li>Passion
  44. 44. Resourcefulness
  45. 45. Creative Genius
  46. 46. A “something” that sets you on fire.</li></ul>You become the competitive advantage.<br />
  47. 47. Prosperity<br />This is a conversation of Money that is anchored in your sense of Purpose.<br /><ul><li>How much money do you need to fulfill on your “Purpose”
  48. 48. How much revenue do you want to bring in?
  49. 49. How big do you want your W2 to be?</li></ul>Is this a $2M, a 20M or a $200M initiative<br />
  50. 50. Process<br />What will you do to make the Money you need; to fulfill on your Purpose?<br /><ul><li>Your business activity is designed to achieve success ... for you.
  51. 51. Every action “Supports” or “Sabotages”.
  52. 52. Design powerful action to help you win.</li></ul>What you do today has got to be relevant TODAY<br />
  53. 53. Accessing Revenue & Profit<br />Revenue and Profit reside where ...<br /><ul><li>Human Capital
  54. 54. Economic Principles
  55. 55. Business Practices</li></ul>Come together in powerful ways.<br />
  56. 56. Sales 1-0-What<br /><ul><li>Sales is always about addressing a need.
  57. 57. A good sale is when two things happen ...- Customer experiences value. - You make a profit.
  58. 58. Its always about communication.
  59. 59. There are always people involved.</li></ul>Its about revenue and profit<br />
  60. 60. People<br />Who are the People that will help you execute on the things you need to do.<br /><ul><li>Are they good? Can they help you fulfill?
  61. 61. Support them, nurture them.
  62. 62. Help them tap into their Creative Genius.
  63. 63. Move powerfully in teams.</li></ul>Empower them to be your Force Multipliers<br />
  64. 64. Understanding Power<br />Sniper Rifle or Russian Artifact<br />The rifle is your Process<br />This is you<br />Without alignment with your goals.<br />You will not accomplish much.<br />The target is your Purpose<br />That&apos;s it... That&apos;s it... One more step... One more step... clear that garbage can... BAM!<br />
  65. 65. Practical Leadership<br /><ul><li>Its about Leverage and Power
  66. 66. Its about Initiative and Drive
  67. 67. Its about Motivation and Enrollment
  68. 68. Its about Prevention and Response</li></ul>The Olis Story<br />
  69. 69. The Olis Story<br /><ul><li>35 year old Spectrophotometer company.
  70. 70. Revenues not growing & bad morale.
  71. 71. Aligned employees with interest and skill.
  72. 72. Realigned sales strategies.
  73. 73. Increase customer service and marketing.
  74. 74. Got out of the way!</li></li></ul><li>What Are Customers Buying<br /><ul><li>Things that helps them survive this market.
  75. 75. Solutions to problems they have to address.
  76. 76. Real “Value” not speculation and gambles.
  77. 77. Only from people they Trust.</li></ul>David Parks <br />Blue Point Leadership<br />Gerhard Gschwandtner <br />CEO of Personal Selling Power,<br />Chip Conley<br />CEO Joie de Vivre Hospitality<br />
  78. 78. Chateaux Software<br /><ul><li>25 Year old Data Warehousing Company.
  79. 79. Never had a Marketing Dept.
  80. 80. Now they do.
  81. 81. Communicating back to customers.
  82. 82. Demonstrating Leadership.
  83. 83. Educational Events and NewsLetters
  84. 84. Very Successful with “targeted” and “niche” Educational Events</li></li></ul><li>Its Time!<br />Books available at the back. <br />Special Event Price of $10 <br />For The Circuit members and attendees.<br />Honor System.<br />Cash, Check or go to PayPal.com and send money to ... paul@pauldsouza.com<br />More information at:<br />www.pauldsouza.com<br />

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