Step Up Results

Let’s face it, SELLING IS DEAD, BUT VALUE CREATION IS VERY MUCH ALIVE! Let me share some concrete examples with you on how to get more business by creating greater client value. There are two main ways to do this.

Mindset and skillset

Two building blocks for sales and presentation excellence…

• Mindset– is that you want to be preparing, whether it’s a face-to-face one-on-one call where you’re speaking to a large group or delivering during lunch. You want to prepare for a conversation, not a presentation; a dialogue, not a monologue. That’s the first place to start in terms of improving sales presentation.

• Skillset– is the key to turning a presentation into a conversation. Average-performing presenters plan what to say. Top-performing presenters plan what to ask.

Questions transform a presentation into a conversation. Questions pull; statements push. You want to put a little pull into your push. So next time you’re planning a presentation, one on one or to a small group, plan not just what to say, plan what to ask. Think conversation, not presentation.

STEP UP!, the market has. The question is, will you?

Click here to get free toolkit – http://www.stepuptoolkit.com.

Perfection is our goal, but excellence will be tolerated. -Vince Lombardi

Daniel Grissom - Let’s take a look at a few additional examples of individuals and organizations that have consistently raised the bar on results. Consider modeling their standards and passion of excellence.

United States Marine Corps. Like other branches of our military, the few, the proud, the Marines take raw talent and teach young soldiers how to improve individual performance and team results. This process begins in boot camp where each individual is “invited” to step up his or her personal standards of excellence. Superior standards and results are instilled as their code of conduct. Is it any wonder that Marines compliment each other with the word, “Outstanding!”

 After boot camp and advanced training, their performance improvement process accelerates as each individual is greeted with challenges that test his or her heart and commitment to the mission. Marines carefully evaluate themselves to ensure that their actual performance aligns with their potential best. The Marines’ motto is Semper Fidelis, which is Latin for “Always Faithful.” Their personal pledge is to be faithful in giving their best to the mission at hand, their fellow Marines and their families.

 The following summarizes it well. It is a letter published in the Washington Times on September 25, 1998, by the Marine Corps co mandant at that time:

Since becoming the Marine Corps commandant more than three years ago, I have drawn the line when it comes to standards. I have not only pledged to uphold our standards, but have actually raised the bar when it comes to being a Marine – enlisted or officer.

—General C.C. Krulak, Commandant USMC6

 But what about the business case? All that HooRah is great, but does it make dollar sense?

Let’s look at some data:

How faithful are you in giving your personal best to your organization and your clients?

___________________________

6. Washington Times, September 25, 1998

Excerpt from Step Up!  How to WIN MORE and Lose Less © 2008 Daniel Grissom. All rights reserved.

www.danielgrissom.com www.stepupresults.com www.stepuptoolkit.com

In light of yesterday’s disaster in Haiti, let us pause to think of those effected by the earthquake. My heart and prayers go out to the victims of the quake, their families and those wonderful souls lending aid.

With the New Year rapidly approaching, this is time for reflection or as I call it review. Review your business and your business of life in 2009. Did you meet your goals. How can you change things to improve in 2010? What will you change to STEP UP?