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©2018 Third Eye Management & Associates Inc. All rights reserved.
WARNING!THIS PRESENTATION IS RATED X FOR EXTREME
THE VIEWS EXPRESSED IN THIS PRESENTATION ARE MINE
I WILL SH0W NO FAVORITISM – I WILL PICK ON ALL OF YOU!
ANY SIMILARITY TO YOU OR YOUR BUSINESS IS ENTIRELY INTENTIONAL
FEELINGS OF DISCOMFORT, PAIN, GUILT, MOTIVATION
AND INSPIRATION ARE GUARANTEED!
©2018 Third Eye Management & Associates Inc. All rights reserved.
Karl M. GibbonsBusiness Growth Architect, Entrepreneur,
Problem Solver, Rainmaker, Author & Speaker.
www.thirdeyemanagement.com
(239) 961 0927
©2018 Third Eye Management & Associates Inc. All rights reserved.
The Right Honorable
The Baroness Thatcher
LG OM PC FRS
His Royal Highness
The Prince of Wales
©2018 Third Eye Management & Associates Inc. All rights reserved.
Barclays Bank, PLC
1998 Business
of the Year
Naples Area
Professional League
of Executive
Services
2008 Liz Cashman
Award
Gulfshore Life
Magazine
54 Power Players
in SW FL
©2018 Third Eye Management & Associates Inc. All rights reserved.
Karl M. GibbonsBusiness Growth Architect
#businessgrowtharchitect
©2018 Third Eye Management & Associates Inc. All rights reserved.
QUIT SELLING. START CLOSING!
OBJECTIVE: To help YOU sell
more effectively and consistently!
©2018 Third Eye Management & Associates Inc. All rights reserved.
I will watch your home for pennies.
I’m desperate
Business Beggar
©2018 Third Eye Management & Associates Inc. All rights reserved.
The Zebra Syndrome™
…is your business just one of
the herd?
©2018 Third Eye Management & Associates Inc. All rights reserved.
The Zebra Syndrome™
Creating exceptional products, goods and services that the
right people will seek out
• Karl M. Gibbons
““
©2018 Third Eye Management & Associates Inc. All rights reserved.
Multi-coloured Zebra
EXCEPTIONAL is the newExcellent!
©2018 Third Eye Management & Associates Inc. All rights reserved.
What Stripe(s) Cut You From the Herd?
Competitors
Clients
YouProduct
Parity
Product
Disadvantage
Product
Advantage
©2018 Third Eye Management & Associates Inc. All rights reserved.
How does a discount impact your bottom line?
Result, a 45% REDUCTION in Net Profit!
Sale
CoGS
Gross profit
Expenses
Net profit
$100
$40
$60
($40)
$20
$90
$40
$50
($40)
$10
BEFORE AFTER
20% 11%
The Herd = Commodities
©2018 Third Eye Management & Associates Inc. All rights reserved.
T H E P L E D G E
O F N O
D I S C O U N T
©2018 Third Eye Management & Associates Inc. All rights reserved.
Educating
Help clients & customers by
Participating
Solving problems
Rainmaking!
©2018 Third Eye Management & Associates Inc. All rights reserved.
Re-assess Your Customers’ Values
Total
Solution
Providers
Vendors Specialists
Game
Changers
High
HighLowUniqueness of Offerings
Import
ance t
o the C
usto
mer
©2018 Third Eye Management & Associates Inc. All rights reserved.
Why can’t my prospects
make a buying decision?““
©2018 Third Eye Management & Associates Inc. All rights reserved.
Product A Product B
Buridan’s Ass Paradox
©2018 Third Eye Management & Associates Inc. All rights reserved.
• Problem:
– The brand was not known and had poor quality perception.
• Client’s Pain:
– Worried about maintenance.
• Solution:
– Hyundai offered a 10 year, 100k mile guarantee.
©2018 Third Eye Management & Associates Inc. All rights reserved.
• New Problem:
– Recession 2007-2009
• Client’s Pain?
– Fear of losing their job.
• Solution:
“If you lose your job, you can return the car and we’ll buy
it back.”
– Program implemented in 37 days.
Buy Back Program.
©2018 Third Eye Management & Associates Inc. All rights reserved.
Buy Back Impact
• Jan 2010:
– After 1 year less than 100 people used it.
• March 2011:
– Ended the program less than 350 used it.
• Hyundai sold 435,000 autos
– From 7,500/mo to 14,500/mo
©2018 Third Eye Management & Associates Inc. All rights reserved.
Talk in Pictures
The more visual you arethe more impact you make.“
“
©2018 Third Eye Management & Associates Inc. All rights reserved.
Using Visuals
NO Visual Visual
SEE the difference!
• 61% CLOSE
• +307%
• 15% CLOSE
©2018 Third Eye Management & Associates Inc. All rights reserved.
Ebbinghaus Curve
Hermann Ebbinghaus
1850 - 1909
©2018 Third Eye Management & Associates Inc. All rights reserved.
Customers Who Buy
20% 20%
60%
ConvincedThey know everything
& rarely buy.
ConcernedAbout making the
right decision.
ComplacentThey want to buy
your product but
didn’t see your value
proposition.
©2018 Third Eye Management & Associates Inc. All rights reserved.
Customers Who Don’t Buy – It’s NOT Price
Sales Pipeline WIN 40 % LOSE 60 %
20% to Competition.
40%
1 = Price.
3 = NO Decision.
1 = Price
©2018 Third Eye Management & Associates Inc. All rights reserved.
Networking
You’re not working if
you’re not networking
● Karl M. Gibbons.
““
©2018 Third Eye Management & Associates Inc. All rights reserved.
4 Pillars of Networking
I. Be Curious – get to know people. NOT
professionals.
©2018 Third Eye Management & Associates Inc. All rights reserved.
4 Pillars of Networking
II. Be Giving – give without keeping score,
and you will invest in your future.
©2018 Third Eye Management & Associates Inc. All rights reserved.
4 Pillars of Networking
III. Be Interesting – package yourself so
others become invested in your success.
©2018 Third Eye Management & Associates Inc. All rights reserved.
4 Pillars of Networking
IV. Be Consistent – people do business
with people they know and trust.
©2018 Third Eye Management & Associates Inc. All rights reserved.
Networking
If you can’t make the small talk
how do you expect to make the
BIG TALK?● Karl M. Gibbons.
“ “
©2018 Third Eye Management & Associates Inc. All rights reserved.
Who are you and
why should
anyone care?
Your 10 WOW
Words
Your 10 WOW Words
©2018 Third Eye Management & Associates Inc. All rights reserved.
My 10 WOW Words I increase revenue,
reduce costs and increase your market
share.
©2018 Third Eye Management & Associates Inc. All rights reserved.
Introductions
vs.
Referrals
Reputation Management
©2018 Third Eye Management & Associates Inc. All rights reserved.
Empathize Educate
Formula for Success
©2018 Third Eye Management & Associates Inc. All rights reserved.
Drivers of Customer Loyalty
•Supplier is easy to buyfrom
19%
19%
9%
• Helps me navigate
alternatives
• Provides ongoing advice
and consultation
• Helps me avoid potential
land mines (pain - regret)
Company &
Brand Impact
Product &
Service Delivery
Value-to-Price
RatioBuying
Experience
The Buying Experience
• Offers unique, valuable
perspectives on the market
• Educates me on new
issues and outcomes
• Supplier is easy to buy
from
53%
©2018 Third Eye Management & Associates Inc. All rights reserved.
Empathize Educate Empower
Formula for Success
©2018 Third Eye Management & Associates Inc. All rights reserved.
Up Selling
“Would you like fries with that?”
9m lb of fries = $30m in 2016
©2018 Third Eye Management & Associates Inc. All rights reserved.
Value Creation OR Pricing
Which comes first?
Sell the PAIN or the GAIN
©2018 Third Eye Management & Associates Inc. All rights reserved.
Sell the PAIN Not the GAIN
Small = $160/yr
Big = $220/yr
©2018 Third Eye Management & Associates Inc. All rights reserved.
Sell the PAIN Not the GAIN
Benefit (Gain) Loss (Pain)
• Easy access
• Bigger = Better
• More convenient
• Don’t have to pick
up mail for 2-3 weeks
• Mailbox won’t get jammed
• Letters won’t get crushed
• Handles big packages
• Change address
• Change Biz cards
• Change your website
• Change your ALL your
promotional material
• Contact clients and let them
know you’ve changed
mailbox number
How much time and
money will this cost?
©2018 Third Eye Management & Associates Inc. All rights reserved.
Raising & Anchoring
Price Objections
©2018 Third Eye Management & Associates Inc. All rights reserved.
Blocking Structure & Script
Your price
is too
high!
“Our clients
tell us that
we’re more
expensive
than others
but that
depends on
what they’re
buying.
“Our typical
services cost
$100
depending on
your needs.
Let me show
you some
options and
you decide. Is
that fair?”
Show & Tell
“We have a
$100, $200
and $500options.
Based on what
I’ve shown
you, which one
of these best
fits your needs
and/or
budget?”
Clients
objections
Anchoring
©2018 Third Eye Management & Associates Inc. All rights reserved.
Your price
is too
high!
Blocking Structure & Script
“Our clients tell
us that we’re
more expensive
others but that
depends on
what they’re
buying.
“Our services
can range from
$100 to $3,000
depending on
your needs.
Let me show
you some
options and
you decide. Is
that fair?”
Show & Tell
“Based on what
I’ve shown you,
which one of
these best fits
your needs
and/or budget?”
Clients
objections
Framing
©2018 Third Eye Management & Associates Inc. All rights reserved.
Blocking NOT Overcoming Objections
Raise Objection
Offer to Resolve
Demo
Tie it
Down
©2018 Third Eye Management & Associates Inc. All rights reserved.
Hero Story
Value
Trinity
Highlight
& Create
PAIN!
Normal Event
Bad
Very Bad
Worse
New Normal
Plan
Implementation
Result
IHWA HERO
©2018 Third Eye Management & Associates Inc. All rights reserved.
Reducing Resistance 100%
Presentation Time
Re
sis
tan
ce
BUY IN
CLOSE!
HERO STORY
©2018 Third Eye Management & Associates Inc. All rights reserved.
“I’ll Think About It!”
Not
Interested
Interested -
but not sure
1. Not a fit
2. Functionality & Features
3. Finance
= FEAR!
©2018 Third Eye Management & Associates Inc. All rights reserved.
“I’ll Think About It!”
Tell me why you’re afraidto protect perhaps yourmost valuable asset?“
“
©2018 Third Eye Management & Associates Inc. All rights reserved.
The average sales person practices
what to say. The best sales people
practice what to ask!“ “
©2018 Third Eye Management & Associates Inc. All rights reserved.
Sales Process – Sales Funnel
Suspects
Prospects
HOTClients
$
LE
AD
LE
AD
LE
AD
LE
AD
LE
AD
LE
AD
©2018 Third Eye Management & Associates Inc. All rights reserved.
Sales Process
Lead Pre QualifyGO/
NO GOPresentation Quotation CLOSE
©2018 Third Eye Management & Associates Inc. All rights reserved.
Increase My CLOSE Rate In Next 90 Days
START
1.
2.
3.
STOP
1.
2.
3
INCREASE
1.
2.
3.
DECREASE
1.
2
3.
©2018 Third Eye Management & Associates Inc. All rights reserved.
Empathize Educate Empower
Formula for Success
©2018 Third Eye Management & Associates Inc. All rights reserved.
You cannot be in business today,
use yesterday’s methods and
expect to be ahead tomorrow!
● Karl M. Gibbons
““
©2018 Third Eye Management & Associates Inc. All rights reserved.
Start your day with me for a
cup of
BU$INE$$ BREW™
filled with a blend of growth,
marketing and profit.
Call me (239) 961 0927
or email [email protected]