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Just Communicate I have been speaking at CIMA events for a number of years now and I am always made to feel extremely welcome. I thoroughly enjoy meeting all of you and I hope that I will be able to meet you all again at another event very soon. Until then, remember to choose your ATTITUDE every day and experience as much happiness and success as you deserve. I have included a free gift as a thank you. Just go through the slides and you will find it 1

ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

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Page 1: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

I have been speaking at CIMA events for a number of years now and I

am always made to feel extremely welcome. I thoroughly enjoy meeting all

of you and I hope that I will be able to meet you all again at another

event very soon.

Until then, remember to choose your ATTITUDE every day and

experience as much happiness and success as you deserve.

I have included a free gift as a thank you. Just go through the slides

and you will find it

1

Page 2: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

Staying Motivated

in the Tough Times

John Copeman

Page 3: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

So what‟s really changed commercially

Business‟s were looking

ahead

Planning growth of the back

of 16 years great trading

conditions

Credit was relatively easy

to obtain for capital

investments

Page 4: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

So what‟s really changed commercially

Business bolted down the

hatches fearing a flood

Planning looked inward and

cost management was in

focus

Credit became harder to

get and for some hard to

keep

Page 6: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

So the first question is...

How has this situation changed

your Attitude and

Self Confidence?

Attitude & Perception are choice...

Page 10: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

So the second question is...

Do we really plan as much as we

both should and could?

Do we really know the benefits of

great planning for ourselves?

Let’s find out...

Page 11: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

Choosing Your Attitude

Consistently Positive

Consistently Negative

The vast majority of people exist at this level for

the majority of the time. They are regularly

negative and find moaning such an enjoyable

pastime they do it often!

Top 2%

Choose a positive attitude and approach to all they do

Positive Psychology

FLOW

Page 12: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

The Big 5

Choose a positive attitude

Understand your impact

Set yourself HUGGs

Resilience „Bouncebackability‟

Take personal responsibility

Page 13: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

Commitment is everything

Write a commitment to yourself concerning what

you are doing starting tomorrow to change your

experience of this tough climate

No more than 250 words

Print it out and read it our loud to yourself at least

twice a day

Page 14: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

Planning

Identify your customers/Prospects

Check what you really know about

them

Page 15: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

Identify your Customers/Prospects

Transactional Customer(Profit Hoover)

(Wait and See)

Don‟t expend energy on transactional buyers – there‟s

no profit in it unless you are a Ryan Air type company

Relationship Client(Green Gold)

Page 16: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

Planning to thrive

There are only 4 reasons people buy B2B...

They want something faster

They want to make more profit

They want to reduce costs

They want to reduce hassle

Page 17: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

“Customers do not make decisions

based upon needs; they make

decisions based upon problems. The

bigger the problem, the bigger the

need. The bigger the need the more

customers are willing to pay.”

Robert L. Jolles

Page 22: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

Emailing

Design for ‘scanability’

Voluntary and involuntary access

Timing

Subject line is key

Page 23: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

The „WOW‟ Factor

Based upon Jan Carlzon‟s „The Moment of Truth‟ principle

X

X

7

1

2

3

4

5

6

A

B

C

Confi

dence

A

B

C

Wow

How

Ow!

Page 24: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

Virtuous Circle / Vicious cycle

Belief

Potential Actions

Results

Page 28: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

This is one of my favourite books

ever written and it is around 100

years old.

I encourage you to take the time to

read it and digest the meaning

inside every page.

I hope you enjoy the gift – just

click the image to get it or copy

and paste this into your browser:

http://www.just-communicate.com/clientfiles/File/Books/As_a_Man_Thinketh.pdf

1

Page 29: ATTITUDE - CIMA · Choosing Your Attitude Consistently Positive Consistently Negative The vast majority of people exist at this level for the majority of the time. They are regularly

Just Communicate

Staying Motivated

in the Tough Times

John Copeman