Winning Business in any Economy
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Transcript of Winning Business in any Economy
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Ⓒ 2015 Business LockerRoom, Inc. | www.BizLockerRoom.com Twitter: @KellyRiggs
Winning Business inAny Economy
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Ⓒ 2015 Business LockerRoom
, Inc. | ww
w.BizLockerRoom.com
1. Show up and just play.
2. PLAY to WIN.
3. Play to win “at all costs.”
4. Play not to lose.
Ways to Play the Game:
Wi n n i n g B u s i n e s s i n Any Economy
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Ⓒ 2015 Business LockerRoom
, Inc. | ww
w.BizLockerRoom.com
1. Be intentional
2. Create differentiation
3. Pay attention to the bus
Wi n n i n g B u s i n e s s i n Any Economy
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Be Intentional1
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If you chase two rabbits, both will escape.
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Differentiate2
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Ⓒ 2015 Business LockerRoom
, Inc. | ww
w.BizLockerRoom.com
Source: HR Chally 2007 World-Class Sales Excellence Research Report
Factors That Impact a Sale
•Price
•Quality
•Offering TotalSolution
•Effectiveness of the Salesperson
18%
21%
22%
39%
Wi n n i n g B u s i n e s s i n Any Economy
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“If all you're trying to do is essentially the SAME
THING as your rivals, then it’s unlikely you’ll
be very successful.”
Michael Porter
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Pay Attention to the Bus3
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“One of the most important tasks of a manager is to
eliminate his people’s EXCUSES for failure.”
Robert Townsend
Wi n n i n g B u s i n e s s i n Any Economy
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Source: Leigh Branham. The 7 Hidden Reasons Employees Leave. Amacom (2005).
70%
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“...harsh, hard-driving,
executives actually diminish the bottom line.”
Green Peak Partners. “What Predicts Executive Success?” 2011 study conducted by research team at Cornell University's School of Industrial and Labor Relations.
“...self-aware LEADERS with strong interpersonal skills
deliver better financial performance.”
‘RESULTS-AT-ALL-COSTS’
Wi n n i n g B u s i n e s s i n Any Economy
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0-0 = .344 0-1 = .324 0-2 = .166 1-0 = .341 2-0 = .351 3-0 = .394 1-1 = .327 2-1 = .338 3-1 = .368 1-2 = .178 2-2 = .195 3-2 = .233
0-0 = .344 1-0 = .341 2-0 = .351 3-1 = .368 3-0 = .394
Wi n n i n g B u s i n e s s i n Any Economy
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Wi n n i n g B u s i n e s s i n Any Economy
0-2 = .166 1-2 = .178 2-2 = .195 3-2 = .233
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Thanks!
Twitter: @KellyRiggs www.BizLockerRoom.com