This is the Entry to my 2016 Kickoff/Keynote Presentation – please let folks know. It can be a Presentation/Webinar/Kickoff or Seminar
We live in the Ultimate Era of “What have you done for me lately?” The problem is that this leads to Bad Decision making in many ways- especially for Sellers. You are Motivated to get things done Fast, Faster and Fastest. Your Plan motivates you, your Manager’s Plan Motivates them, and your Company is motivated to get it all done and done now; In nearly all cases to make Short Term Decisions.
No matter the consequence to the Customer or to your Company, you do things that often make little sense in the long run.
This presentation focuses on the idea that it makes little sense to be Short Term Focused when you consider the Long Run. Short Term Results, Especially for Publicly held Companies, should not be the Dictator of your Business Strategy. Clearly Sellers have to make some decisions based on what they sell. But unless you are selling the latest Hot Product, you have to Think Differently. This is Process is referred to as Long Term Planning with Short Term Execution. It has applicability across nearly anyone involved in Selling:
• Lower Cost Sellers – One step above Retail: While the decision to buy your product or service may not be a hard one Monetarily, it is NOT just about that decision- it is about the next 10 Opportunities you get to sell to that Customer
• Medium Cost Sellers – Large but one time Purchase – It is a Big Decision, and requires a lot of Individual thinking. It is tempting for Sellers of this type to use Price as their Weapon. It may win you this deal, but what about the long term? Do you just want to sell to them on a one time basis, or do you want to do business again and again?
• Enterprise Sellers – Selling to a Committee or a group of people involves more than just a Great Product or Price. It requires a Sales Strategy. It is about helping the Customer Now and Later.
We will discuss how the steps are Different yet the same in each of these cases. There is not a Good Or Bad approach. It is about setting up a Strategy and Making on-going Updates based on ever changing Conditions.
We will also discuss how an initial Sale of a Low Cost Item can lead into the Execution of a Long Term.
If you have questions, feel free to ask at email@example.com