Achieving Business Excellence with John Spence

Five “Easy” Steps to Dominate Your Market

 

Do these five things CONSISTENTLY and you will crush your competition.
I guarantee!!

 

 

Field Notes: Singapore

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Do You Have a Strategic Plan for Your Life?

Click HERE to see John’s BIG Ideas on Strategy

Some BIG Ideas on Strategy

This video is an overview of some of the most important ideas I’ve ever learned about creating and executing a winning strategy for your business.

If you found these ideas of value, I very much hope you will share the video with your network.

Thanks – John

Does Your Team Measure Up?

This Determines the Future Success of Your Business…

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As I look back across two decades of working with companies around the world, there are a few key ideas that I think are fundamental to business success, here is one of them:

 

The success of your business is directly tied to the quality of the people that you can get, grow and keep on your team – and the relationships they create with your customers.

I have yet to meet a single business leader that does not strongly agree with this idea, however I see a lot of businesses where they do not actually live this idea. Today I want to talk about the growth and development of top talent.

Once you get somebody on your team, there is absolutely no excuse for not investing time, energy and money in helping that person continuously improve.

Frankly, I believe this is the single most important investment you can make in your company, because without highly talented people who are steadily getting better and better, you have no chance of making your company better and better. I also write above that there is, “no excuse” because never in the history of humankind has there been more information available, much of it for free, to assist you in delivering world-class training to your people.

Here are just a few of the things that you should be doing:

  • Formal mentoring program
  • Creating a formal development plan for each employee
  • Creating an internal training department
  • Training classes taught by qualified outside instructors
  • Cross training
  • Benchmarking your training efforts against leading companies
  • Buying a copy of a book for each of your employees
  • Creating a lending library of top business books
  • Creating a lending library of training CDs
  • Getting your employees a membership to an audiobook service
  • Getting your employees a membership to a book summary service
  • Bringing in outside experts for a “lunch and learn”
  • Taking your employees to visit other companies
  • Sending out a newsletter with good information for your employees
  • Sending out a list of top podcasts they should be listening to
  • Sending out a list of YouTube videos they should watch
  • Investing in online/virtual training for your employees
  • Taking your employees to a major training seminar by an expert
  • Taking your employees to an industry event
  • Annual or semiannual company training conferences

These are just a few things that I came up with off the top of my head, I’m sure there are several more you could add to this list. But here is my point: if you are not doing all or most of this then you’re not truly serious about helping your people (and your company) to be as successful as possible. A good deal of what I have listed is absolutely free, much of it is very inexpensive, and only a few things require significant financial investment. But I can tell you this, not doing the things on this list is very, very expensive.

If you found value in this blog, I hope you will share it with your network.

***  I wanted to let you know about a very special event I will be participating in on March 12-14 at the Fairmont Banff Springs Hotel in the incredibly beautiful town of Banff, Canada. It will be an exclusive retreat for leaders of fast growth businesses who are looking to engage with other leaders in pursuit of higher levels of performance. We have done this event twice in the past and it has been a resounding success. If you’re interested, here is a link to learn more about the program, we would love to have you join us!

Click HERE to find out more

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How To “Win” In Sales

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This is one of the biggest “aha moments” I ever had when learning to be salesperson, which I got from a fantastic book called: Let’s Get Real or Let’s Not Play by Mahan Khalsa.

“In sales, you and the customer want the very same thing: the Exact Right Solution.”

 

Let me unpack this for you…

If you are talking to a potential customer, than they have already given you a buying signal; they are giving you some of their time, which means there is at least some level of interest in your product or service. So you both know what you are there for, a potential sale. The goal then is to make sure that you both get what you want out of the transaction, they get a reasonable price on a product or service that they need and you make a reasonable profit. This is the only possible outcome for successful transaction, the Exact Right Solution.

  • Sell them something too expensive and they find out that your price was high, you lose the customer.
  • Sell them something too cheap and you lose money on the deal, your company goes out of business.
  • Sell them the wrong product that will not actually meet their needs, but makes you a nice commission, you lose the customer.
  • Sell them the right product and deliver it late, you lose the customer.
  • Sell them the right product and it does not work, and you fail to follow-up and get it fixed quickly, you lose the customer.
  • Sell them the right product but promise them too many additional services, you lose money on the deal, your company goes out of business.

I could go on and on, but I’m sure you get the idea, unless both you and the customer get exactly what is right for both of you, you have not made a successful sale.

That means that it is not you against the customer, it is the two of you working together as a team to develop the Exact Right Solution. To me, this takes away the sometimes adversarial relationship between buyer and seller. I remember early in my career that every time I went on a sales call I felt like I was trying to “win the sale.” The truth of the matter is I should have been trying to win the trust of my customer by giving them exactly what they wanted, that also aligned perfectly with what I wanted, so that we could build a strong positive relationship and I could be seen as a partner and trusted advisor who would always do what was in their best interest, as long as it was also in my best interest. The classic Win-Win agreement.

Now that I understand this, sales is so much more fun. I’m not there to “win” anything, I’m there to help us much as I can and work jointly with my customer to develop solutions that makes everybody happy so that we look forward to doing more business together in the future.

To me, that is the way a professional salesperson approaches the sales process.

Your thoughts?

“Must Read” Business Books from 2016

shutterstock_397576393A friend of mine, Jake Kostan, sent me a question asking: What is your number 1 must read book of 2016 in each category for sales & marketing, business and culture?

That’s really tough question, I read more than 100 business books this year (not all of them were written this year), many of them very good, but if I had to list just one in each one of those categories, here they are…

Sales

The Only Sales Guide You’ll Ever Need” by Anthony Iannarino

**Also in sales, if you have not read these two books, go read them right away**

SPIN selling” by Neil Rackham

Let’s Get Real or Let’s Not Play – transforming the buyer/seller relationship” by Mahan Khalsa and Randy Illig

Marketing

Marketing: A Love Story – how to matter to your customers” by Bernadette Jiwa

Leadership

Leadership Lessons from a UPS Driver – delivering a culture of we, not me” by Ron Wallace

Extreme Ownership – how US Navy SEALs lead and win” by Jacko Willink and Leif Babin

Culture

It’s My Pleasure – the impact of extraordinary talent and compelling culture” by Dee Ann Turner

Business Excellence

Simply Brilliant – how great organizations do ordinary things in extraordinary ways” by William Taylor

Personal Development

The Daily Stoic – 366 meditations on wisdom, perseverance, and the art of living” by Ryan Holiday

I could easily list another two dozen, and this was especially hard because many of my friends wrote excellent books this year, so I put links below to all of my recommendations over 2016.

If you read something that you thought was extremely valuable, please add it to the comments for all the rest of us.

Thanks so much and I hope that 2017 is your best year ever!!! Love, John

 

My book recommendations from 2016

Two Superb Books I Highly Recommend

Leaders Are Readers

Awesome Sales Book

What Is Your Legacy

Three Great Books

How To Become The Best in the World

How Do You Want To Feel?

 

 

 

6 Key Business Ideas to Help You Succeed in 2017

Mercedes, John, Sheila, Esther

Mercedes, John, Sheila, Esther

On behalf of myself, my wife and business partner, Sheila Spence, our Operations Manager, Mercedes Petrus and our Financial Manager, Esther Mallard – thank you VERY much to all of our clients from 2016 for trusting us to be involved in your businesses.

 

I hope you will share this video with your network, and if you have not already, please sign up for my blog – I only post good stuff!  blog.johnspence.com