Set 바카라 보너스 Business Compass, Takeoff & Don’t Look Back!

What would happen if 바카라 보너스 picked a point on your “business compass” and 바카라 보너스 were passionate about arriving there?

It would be clear who 바카라 보너스 would hire, who your partners would be and most important who your ideal customers would be.

If 바카라 보너스 organizational behavior was aligned to 바카라 보너스 “business compass point” – let’s call it True North – 바카라 보너스 could stop looking for the best employees, partners and customers, because their GPS would have 바카라 보너스 compass point programmed so they can experience 바카라 보너스 passion.

Now let’s set 바카라 보너스 True North so 바카라 보너스 GPS point will be clear to all.

To do that, answer these “business compass point” questions based on what 바카라 보너스 believe is true by selecting “A” or “B” (only one) and then adding up the number of “A”s ___ and “B”s ___.

1. Are 바카라 보너스 a vendor “A”___ or partner “B”___?
2. Do 바카라 보너스 sell on price “A”___ or value “B”___?
3. Does 바카라 보너스 buyer buy price “A”___ or value “B”___?
4. Do 바카라 보너스 get paid based on the stuff 바카라 보너스 sell “A”___ or your brain “B”___
5. Do 바카라 보너스 sell whatever the buyers wants “A”___ or are 바카라 보너스 passionate about your business compass point “B”___?
6. Do 바카라 보너스 close “A”___ or help the buyer buy “B”___?
7. Do 바카라 보너스 sell a product / service “A”___ or solve a buyer’s problem “B”___?

My hope is 바카라 보너스 answered honestly and in an aligned way (all “A”s or all “B”s).  If 바카라 보너스 have a mix of answers 바카라 보너스 are targeting multiple compass points.  With multiple compass points your staff, partners and customers can’t program their GPS for all those different points at one time.

For the rest of this post we will talk about organizations less than 0m in revenue.  Our goal will be to pick the True North that delivers the greatest revenue success (profitable revenue).

Almost all companies under 0m should have all “B”s.  Companies with all “B”s are partners, who solve their buyer’s problems, get paid for solving a problem the buyer has not solved and are selling their brain as a thought leader.

All “B”s is not about what is better or worse, it is about the realities of Revenue Science.  Companies that answer all “A”s are about scale, operational excellence, volume, lower margins, distribution, channel management and selling things where the buyer knows as much, and some times more, than the selling organization.

Aligned all “A” companies are almost always over 0m and often well over B.  These companies are thought leaders in business process not normally in solving their buyer’s complex business problems.

Assuming 바카라 보너스 are or will be an aligned “B” company here are 8 Steps to finding and creating a “Highly Qualified” Prospect as 바카라 보너스 buyer “Partner!”

1. Determine if the suspect has the “problem” 바카라 보너스 passionately solve. 바카라 보너스 must know the problem 바카라 보너스 solve to set your True North.
2. Repeatedly clarify the buyer’s problem to be sure they are compelled to solve this “problem. The pain from the “problem” is the metric that sets the value of the solution.
3. Listen (not pitch) and when the buyer ASKS how 바카라 보너스 solve this painful and compelling problem.  Keep your answers SHORT and focused on the buyer’s outcomes that meet or exceed the buyer’s goals.
4. Next while repeating the plan and process that will create the outcomes the buyer requires 바카라 보너스 must clarify the buyer’s role in solving the problem.  Clarifying the problem and the joint solution assures the buyer is 바카라 보너스 partner.  This leads to what is called a Joint SOW (scope of work) and will assure 바카라 보너스 success based on a partnership of equals.
5. When the buyer concurs with 바카라 보너스 about solving the problem, they feel compelled to fix this problem and will invest time and resource to explore this approach with 바카라 보너스 – now 바카라 보너스 have a qualified prospect.  This is the transition point from lead generation to selling to a qualified lead.  This is the point where the metrics go from measuring “Cost Per Lead” to “Cost Per Sale Hour” and cost for the selling process.  This is the joint SOW, which is about developing the solution details, solidifying that the details and outcomes are highly desirable and that 바카라 보너스 can actually deliver.
6. Work with the buyer team to develop and present the Joint SOW results.  This will include dates, roles,  and expectations for outcomes and the fee for these outcomes.  The Joint SOW process always includes business and operational outcomes that justify 바카라 보너스 value and fee.  This is the deployment of your “Brain” showing that 바카라 보너스 know how to do what is required and will deliver measurable value. This final version of the Joint SOW is easily turned into a contract and signed.
7. A proposal is the final step in the Joint SOW process (the part that gets signed).  바카라 보너스 only do a proposal for buyers who go through the Joint SOW process.  Those buyers who value 바카라 보너스 approach to their problem, are compelled to have the problem solved and want to make their organization stronger as a result are 바카라 보너스 ideal buyers.  Do NO other proposals.
8. If the buyer does not concur with any of these 8 steps – move them back to a nurturing program.  Don’t push a buyer who does not have the compelling problem 바카라 보너스 solve, or have the resources to support a Joint SOW or a willingness to align the business and operational goals in the Joint SOW.

Nothing in this process requires cash or special skill.  Of course this is not easy.  Discipline is NEVER easy until it becomes cultural for the company and habitual for the people, but the payback is huge and you will not be able to stop great staff, partners and customers from showing up at 바카라 보너스 door – once they have the REAL True North.

All 바카라 보너스 have to do is pick the business compass points and follow 8 steps.

3211 views