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Have you used social media to build a relationship with a current or potential customer?
If so, how? What did you do? What was the outcome?
Building relationships is what the Thank You Economy is all about. Come on July 14th to discuss Gary Vaynerchuk's latest tome and share your experiences creating memorable experiences for your clients.
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Yes, next week you have the choice to join us:
- In Vancouver, for a discussion on Starbucks, and the why the soul of a company maybe more important than its profits. Facilitator, Matt Chong. - In Surrey, for a discussion on Referral, based on the book The Referral Engine. A great evening for anyone who is in the business of building relationships and trust.
See you there!
Fred
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Hello everyone,
I'm reading the War of Art,
What about you?
Are you deep into SPIN selling? Have you got hooked on Freakonomics? Are you rediscovering Good to Great?
Let's us know what stimulates you at the moment - and we'll schedule meetings that tackle the very subject you're using your brain power upon at the moment!
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An article that succinctly describes the "Thank You Economy" and the importance the customer-centric approach plays in building a business.
On May 19, we will discuss how you, as a business owner, are connecting with your customers.
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The Tipping Point is that magic moment in time when an idea, trend, or social behaviour crosses a threshold, tips and spreads like wildfire.
What are the tipping points in business?
What are the little things (in business) that make big differences?
What factors in business are "sticky" or should be "sticky"?
Hope to see you out to our May 11th meeting, it's a great book to talk about and a fasinating approach to the world around us!
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Excellent Book, I have personally tested the ideas and they are powerful.
Thursday, May 5, 2011 at 7:00 PM
Blenz Coffee @ SFU Kiosk (2nd floor at Central City)
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SPIN Selling, a great model, was the brainchild of Neil Rackham who authored a book of the same name in 1988.
SPIN Selling is based on extensive research by Rackham and his company, Huthwaite. They examined large, complicated sales scenarios. After analysing more than 35,000 sales calls they were able to put to rest a variety of traditional myths about closing sales.
The book has been very successful selling over 150,000 copies.
The original survey showed that in successful sales calls it's the buyer who does most of the talking, which means that the salespeople are asking questions.
Asking questions means that the salesperson is building Rapport with the buyer, building sales rapport with the buyer allows the buyer to feel more comfortable talking.
SPIN Selling proposes there are four types of questions, thus SPIN stands
for :
* Situation ( questions )
* Problem ( questions )
* Implication ( questions )
* Need-payoff ( questions )
Situation
Questions deal with the facts about the buyers existing situation.
Problem
Questions ask about the buyer's pain and focus the buyer on this pain while clarifying the problem, before asking implication questions.
These give Implied Needs.
Implication
Questions discuss the effects of the problem, before talking
about solutions, and develop the seriousness of the problem to increase the
buyer's motivation to change.
Need-Payoff
Questions get the buyer to tell you about their Explicit Needs and the benefits your solutions offers, rather than forcing you to explain the benefits to the buyer. Getting the buyer to state the benefits has greater impact while sounding a lot less pushy. What these questions do is probe for explicit needs.
The research uncovered the following facts :
The first students trained in the "SPIN" model showed an average of 17% improvement in sales results.
_____
This is not surprising, I well remember the quote, (but not the author),
that says:
People do not buy from salespeople because they understand their products
but because they felt the salesperson understood their problems.
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Dr. Henry Cloud’s groundbreaking book Integrity starts off with a bold statement: “Integrity is the courage to meet the demands of reality”. This one statement encapsulates what sets apart people who are truly great from people who are just getting by.
Throughout the book, Dr. Cloud teaches that the road to success is not by skill alone but also by how we treat the people around us.
Integrity outlines six qualities that we should all embody not only to become better business people but also to live well in the game of life.
These six qualities are described as:
- 1) Establishing Trust
- 2) Oriented Toward Truth
- 3) Getting Results
- 4) Embracing the Negative
- 5) Oriented Toward Increase
- 6) Oriented Toward Transcendence
Join Matt Chong for a lively discussion about the book and how we can all learn to bring a little more Integrity into our lives.
The “Integrity” book club meeting will be at 7:30am on Thursday April 21st at the Bentall 5 Blenz.
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 John Warrillow's story gets business leaders to focus on a critical question: If others wouldn't pay a fortune for your business, do you have a business worth growing? This is essential reading for owners looking to build a valuable business. And, it is only 150 pages. Short & Sweet.
 Facilitator, Lynn Williams, Money Strategist
If you want to find out more about the book, please check this blog on How Built to Sell can help you become a millionaire.
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George Verdolaga delivers our first
Keys to Independence Talks
Tuesday March 29th, 7.30 am, Blenz at Bentall Five
The Make It Business Book Club is proud to bring its members a new opportunity to better themselves and create meaningful relationships with other passionate entrepreneurs: The Keys to Independence Series.
The formula is simple : members learn from an expert's presentation (instead of a book) and get to discuss the speaker's ideas in a networking session. For, as we learned in Fierce Conversations last month, "the conversation is the relationship".
Why "keys to independence"?
Because, whether you're a wage earner and are considering self-employment, or you already own a business and want to free yourself from the day-to-day operations, we all need more independence.
So to kick off this new series, we have invited George Verdolaga, speaker and author of the Contractor Lifestyle, to help our members gain more independence. Event is this coming Tuesday. Don't miss this great opportunity to hear an inspiring entrepreneur that some already call the Keith Ferrazzi of Vancouver!
Many have already signed-up. Be sure that you are going to be able to listen to George Verdolaga explain how you can prevent the worst case scenario to happen to you - Tuesday March 29th, at 7.30 am.
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