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A very brief look at what to focus on when dealing with other people
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S S Ten Slides in Ten Minutes: I Never Know What to Say to You [Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
March, 2014
The Business Journey
2
The defined journey, in any relationship, will indicate what must be addressed at every step
Step 1
Step 2
Step 3
Step 4
Step ‘n’
My Business Prospects
3
Focus on the Prospect’s business, their resultant needs and how you can add value
Discourse
Identify Needs
Solution
Business Case
Value Derivation Focus on Prospect’s Business Imperatives and understand their Industry
Success is a Balanced Lifestyle
Strangers - Future Friends
4
Focus on the fact that you could add value to a stranger’s life and expect nothing in return
Sharing
Caring
Pairing
Baring
Communication Focus on reasons to change the stranger into becoming a friend
Success is a Balanced Lifestyle
My Manager
5
Focus on the fact that visibility is a necessity and therefore communication a priority
Display of Loyalty
Openness & Sharing
Trust in Confidence
Common Ambitions
Actions Required to build a mutually
agreeable future Understand your organisation’s business strategy and your manager’s part in its execution
Success is a Balanced Lifestyle
My Partner
6
Focus on longevity and the continuous ability to add value to their lives
Openness & Trust
Mutual Commitment
Surprise Gifts
Supporting Ambitions
Mutual Value Derivation View the relationship as
lifetime value and not just the minute-by-minute gratification & issues
Success is a Balanced Lifestyle
My Best Friend
7
Focus on the fact that true friendship evolves through mutual respect
Never take for granted
Never take for granted
Never take for granted
Never take for granted Never take for granted and
keep building the relationship to ensure its ongoing strength
Success is a Balanced Lifestyle
My Mentor
8
Focus on how the Mentor can add value to your world
Expectations
Mutual Respect
Deliver on
Promises
Gratitude
Ability to Assist a Third Party Never disregard the
value of knowledge and experience sharing
Success is a Balanced Lifestyle
My Parents
9
Focus on the fact that they raised you and they probably did a pretty good job
Respect
Support
Positive Attitude
Tough Love
Acceptance They raised you as best as they could – without mentioning the problems that they faced
Success is a Balanced Lifestyle
My Children
10
Focus on the fact that you want children to be independent and self-sufficient
Love & Nourish
Love & Support
Love & Advice
Love & Acceptance
Unconditional Love The innocent result of your
actions. Treat them as you would want your parents to have treated you.
Success is a Balanced Lifestyle