Part I Thinking Mode To Learn From Jay

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1 A summary that s worth 2million RMB During 14th 16th, Nov 2015, Jay was in China giving his top 1 to 1 consulting seminar. 10 clients were on the stage to talk with Jay face to face, which they had paid 200,000RMB each one to just get 1.5 hour of Jay s consulting. This summary is from Fiona Freeman who is in Charge of Jay Abraham China program. She did this report based on the 10 consulting conversation Jay did for them, so the calculation is: 10 person X 200,000 equals to 2 Million. This summary includes two main parts. The first part is called The Thinking Mode To Learn From Jay, which including 9 points. The second part is called Jay Teaches You How To Build Your Strategic Sales System, which including 3 parts. Here we go! Part I Thinking Mode To Learn From Jay 1.) Funnel Vision VS Tunnel Vision. Normally, most people are using Tunnel Vision way of thinking, because we normally work in one industry or several industry at most, so what we do most of the day are within the industry, what our competitor know, we know, what they do not know, we do not know, we are being trapped by our own work. But for Funnel Vision, which is try to use the methods that is outside your industry which is came out by Jay Abraham, because in the past 40 years, he had done consulting to more than 465 industries, so he got chance to know all those different industries way of doing business, specially at how to grow their business. Now in 21century, cross boundary competition is get more and more normal, so we do not know who are our competitors, so Jay teaches us to have a open mind view to see ourself, to see our industry. 2.) B C VS C B In the past, we do things from ourselves, we are more self centered, we think what we have, we think this and that, we are more self oriented. But Jay teaches us to we focus on the C (customer) point, always to think what is the biggest value that I could bring to the customer, what is their biggest problem that we could solve for them, in one sentence, to be Customer Oriented. 3.) Strategic VS Tactic Every single thing we do is inter connected, we can not see one thing as one thing, Jay teaches us that everything we do is for the final aim we are going to achieve, so if one think we lost or we break even in the beginning, but in the long run, we gain more.

2 so when we make a decision, we will consider the from Macro point of view, which is from the strategic view, not tactic view. 4.) Parthenon Temple VS Diving Board Jay said we can not limit our income from just one resource, which is like the diving board, we got to have many resources just like the Pillars of the Parthenon Temple, lack of each one which to affect its stability. 5.) Analytical Way of Thinking We can see during Jay s consulting, he is asking a lot of questions to try to find the core of the problem. Seems now the business world is getting a lit bit complicated, the ability to ask the right question and to find the core problem will be more and more important. 6.) Maximization and Optimization Jay always say that when you spend same time, same energy and same money, are you getting the result that you should get. We can find when you change the title of the AD you do, you will attract more clients, or when you change the welcoming words your people say, the closing rate might dramatically changed. So during Jay s 1 year consulting program, esp in China, what I normally tell our customer is the first step Jay will help you is to find all those important points to optimize them. After those be done, he will bring you some cool new ideas. 7.) Active VS Proactive Most entrepreneur never got professional trainings about how to run their business well or how to increase their sales, they normally proactively wait there for the customer to try to find them. It will be harder and harder, since the economy had entered into Surplus time. You have to excel within your competitors and actively do things to attract customer or to find the right resources. 8.) Hidden Assets. As mentioned above, the business world had entered a surplus time, under this precondition, we do not have to do more production. Jay teaches us to use all those extra things, like the stock in your warehouse, your service team, tangible and intangible, and then you do connection between all those, by reallocate those those things, the wealth is being created. 9.) Fine tune Jay said you do not have to do the things exactly the same that he teaches. Once you master all those way of thinking, you can do a lot of things. You can fine tune the strategies based on the actual situation. Part II Jay teaches you how to build your strategic sales system. In this system, there are only three, yes, only three steps. I summarize them into three

3 questions based on Jay s stuff, but under each one, there are many ways you could use. Step I: Where is my most accurate prospect? 1.) Host beneficiary. We do not have to develop the prospect one by one. Our most accurate clients must exist at some place, someone might have the trust and relationship with them, so find him or her, all the resources would be yours. Let me give you one example: one of Jay s previous client was also in shanghai this time, she is selling kid s wear, unlike other person who is going to rent a shop in the shopping mall, what she did is using this strategy, she find several kindergarten teachers and obstetrics nurse. Now she is selling pretty well. 2.) This is another way to find your potential clients Upgrading. One example, during our consulting, one client is going to build many Traditional Chinese culture kindergarten. Jay told them to upgrade the current kindergarten not to only find new person who never did this before. 3.) Analyze the data. We are now entering into a big data era, the data itself is of no value, only by analyst the current clients, so as to get more detailed and exact info, then those analyzing could lead you to the right resource of clients. Step II: How to close my potential clients? 1.) Risk Reversal. The risk is holding the prospect to take that first step.so before prospect even open their mouth, as a supplier, you should had known what is the most normal fear that is holding them back, by speak it out and guarantee it first, your closing rate will go up a lot. 2.) USP Unique Selling Proposition. There are two parts for this. From tactic point of view, is there any innovate or different function that you can excel your competitor by product, especially in those developing countries, people are doing harsh on the price competition. In the end, both parties were hurt, but once you got your USP, you do not need to cut on your price. From the strategic point of view, as a company, do you have your own core competitiveness, which your competitor can not modify. 3.) Influence Center. During the sales, the most difficult part is to gain client s trust and believe, once we find those influence center, we can use the trust which they had built already. 4.) Customer Testimonial. To prove that your product and service is useful for their peers could lead to a fast closing. So Jay teaches us to collect all those happy clients word, photo, video and rest,

4 then to use them during your presentation. 5.) Entrance Product. Jay got a very important strategy, to break even in the front and make money in the end. Especially in this internet age, Free is a very popular way. Free is the usage of this ideology, because when we consider the life long value of one product, even we lost or make even in the front, but in the following transaction, we definitely could earn that money back, and even more. So the procedure is very important, to design an entrance product, let more clients to try it, then lead to the next step, and to the next steps. 6.) Consultant Not Sales Person. This one might be the most important one. During sales, many sales people are eager to sell the stuffs and to earn money, but Jay teaches us to think at the client s point of view, to have empathy and sympathy, which way is for the best of our clients, which product set could bring the most value for them. Just as the teacher and doctor, they are not selling any thing to the clients, they are giving the most professional guidance, in the end, they sell a lot. So it is vital important to give all your sales team the consulting sales training expect the professional trainings. 7.) Wording. What our sales team or anybody who is contacting the clients said, need to be well arranged, the wording needs to be logic and pre setted, all the things you said need to service for the final purpose. 8.) Barter. This word itself is obvious for its meaning. One of our jade client, he use this strategy to barter his house, his car, his rice and everything he could think of without spending any money. 9.) Activities. To hold some weekly, monthly and some reason activities, this could gather the clients together, in the end to close them. 10.) Slogan or Headline. Your AD need to be focus on the value and benefit that you could bring to your customer. Also the headline means a lot of things, the sentence you use on the newspaper, on the opening page of your website, the first sentence that your sales person speak out. Jay find that when the opening word from a receptionist is changed, the closing rate could be many times different. 11.) Your Brand Building.

5 Once your brand is being built, the closing will be so easy. Because brand means trust, mean quality, means a lot of things. Here are several ways to build your brand without spending a lot of money that Jay shared: a.) Publish your own books, to set up your position in your industry. b.) Use the old star for your promotion. Even they are not so popular as past, but they still got important place in people s heart. The most important, you would not spend a lot of money. c.) Endorsement. Set up your own consulting group. Those person got the high statue in the industry. d.) Stories. Story are easy to be spread. Your own story, your company story, your product story, etc. Step III: How to let them re buy and do the referral? 1.) The precondition for people to do referral is your quality and service is good enough. 2.) Activities. To hold some inner activities, like cocktail party which you only invite the old customer, but they could bring two or several good friends. 3.) To develop new product and service. in this way, you can resell to those old clients. 4.) To be host beneficiary. in the very beginning, we mentioned Host beneficiary which is to use other people s channel and resources, here we mean you could also introduce some product which has no competition with your current product into your channel. Oh, finally, that is the end of this report. Hope you enjoy it and bring value to you. Last sentence: Jay always said one sentence which is said by Einstein when the seminar is done: Nothing Happens Until Things Move!!! Put things into action, try the strategies above, the sequence is pretty important. and do the TEST before you use it at a bigger level. Thank you so much Jay for bring so much value to the business world. Fiona