3P’S of Value calling

Speed, efficiency and accuracy is everything in today’s tech-driven economy. Deals are sold at the click of a button, therefore making every touch point of interaction with the client critical right from the first call is essential. The only way to sustain your client’s attention is to draw attention towards what matters most and provides value to them.

How do you ensure your call is going to drive value to both you and your client?
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Intent Counts More Than Technique

When it comes to sales the end in mind in most cases is to close a sale and/or gain customers. This can only be accomplished when the client’s decisions are synchronized with the decisions that you are looking at wanting them to make.

How do you make an impact on a prospective client’s decision?
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From the Desk of Stephen R. Covey: The High Cost of Low Trust

Most organizations have no clue of the enormous cost of low trust, and because most executives have no means of measuring its bottom-line impact, they have little motivation to seriously address it. To compound the problem, many employees feel like helpless victims of the problems in their organizations and see no clear way to influence their leaders. Learn specific, powerful things you can do that will profoundly impact the level of trust in your relationships, your team, your family, and your organization.
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Transform Your Goals: Become a leader who delivers exceptional results

In a recent client meeting I received this comment

“I’m not sure why my company hired you, I’m really good at setting goals and I really don’t think I need any help.”

My client, Jeff was partially correct. He regularly set goals for himself and for his team.  Unfortunately, he seldom achieved them – a characteristic that had led his company to suspect he was not be the leader they needed. Hiring me was a final attempt to help him.
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Engage Yourself

If you are personally disengaged, diagnose why.  Think about yourself as a whole person—body, mind, heart, spirit.

  1.  Body:  Do I get results?  Do I get them in a sustainable way?  (e.g., I build trust with others, I am physically and mentally healthy, my personal life is not falling apart).
  2. Heart:  Does my work tap into my talents and passions?
  3. Mind:  Am I learning and able to use my intelligence and creativity in the majority of my working days?

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