Sales Models Section (Now Available)
These models will allow you to improve your communication, influence and conversion in the sales process.
They will also serve as training materials for your sales team as they learn to execute your specific sales models.
The models should be tailored to your business and the core intellectual property that drives the value the business creates.
Market intimacy is a key aspect of success in business and The Market Model, with a simple three sided triangle, outlines exactly what you need to know about your market to be successful.
The Market Model is not a selling model. It is a thinking model to help you get crystal clear about your market and how you should take yourself to market.
The Pre-Frame Models are the first of what we call the Core Four models.
The Pre-Frame Models allow you to demonstrate to your prospects that you have an intimate understanding of them and their circumstances.
They also allow you to position yourself as the only logical provider for their solution in the marketplace, without any need for ego or pushy sales language.
There is nothing more powerful in marketing than for the prospect to be able to see that you truly ‘get’ them. That you know them perhaps better than they know themselves.
The Deep Transformational Value Model is the second model of the Core Four and it unpacks that picture in an easy, subtle conversation with the client, so that they arrive at a realisation that what you are offering is far, far deeper than simply a product or service.
The third model of the Core Four, this is the central model for any business. It is your business genius. The Genius Model will transform the way you think about your business and it will transform the way you communicate what you do to your clients.
The Genius Model connects your unique products, services and solutions to the client’s deepest felt need or want and the impact that solving that will have on them.
The Genius Model makes it almost impossible for the client to walk away from the potential solution that you are putting in front of them.
The binary Tension Models show a red green comparison that challenges the client to think about where they sit, in terms of their problem.
Do they sit with the great mass of people that are in the red zone with that problem, or do they sit with the very small percentage of people who have solved the problem in the green zone?
Naturally, most prospects are in the red zone, and, with really simple to draw diagrams, this creates a tension for the prospect, that allows you to comfortably step into a conversation about what they would like to do about resolving those problems.
The Third Column is a diagnostic model that also causes the client to realise that what you are offering is not only exactly what they need, but it is something that they simply can’t afford to ignore or not access.
The Third Column shifts the client away from price comparison, based on simple, observable delivery processes and moves them into a deeper understanding of the difference that your solution will make to them.
Dealing with objections in an old-fashioned, pushy, sales way is no longer acceptable. The client’s objections are real and they are questions that need to be resolved.
The Concern Circles allow you to raise those objections in an entirely transparent way with the client so they can see that you have absolutely nothing to sell unless it is of value to them. At the same time, the Circles show that their objection is quite normal and that many other people have had that same question as well.
Therefore, as a result, your response or solution to that question is also very normal, and this is not news to you. In other words, you know exactly how to resolve any concerns that they might have.
This is one of the Core Four models and it is an incredibly powerful model to create urgency and action, and position the client with the realisation that they simply can’t wait any longer to take action against this problem.
In solving their problem it positions you as the best option to resolve the issue.
The bell curve is an incredibly powerful geometric shape because everyone understands exactly the message that it is sending.
The Bell Curve, with great choreography, can be used very effectively to position your price in the marketplace as a premium alternative to every other price in the marketplace, and still be the preferred choice for the prospect.
One of the major barriers to any sale is buyer resistance and buyer resistance is often caused by their own lack of prioritisation of the solution against any other thing that they could spend their money on.
The Cost of Inaction shifts their decision-making toward what happens if they don’t take action and don’t get the results that you are promising for them with your product or solution.
It does this in a way that is curious and challenging and doesn’t require you to be bullish about the conversation.
Service Models Section (Coming Soon)
These models will help create alignment of client expectations, future pace client results and focus your team on delivering impeccable service.
As with all the models, tailor these to the specifics of your business for even greater power within the models.
Description of Model.
Performance Models Section (Coming Soon)
You make a promise to the market every time you sell. Aligning the team and processes around that promise so it can be delivered impeccably and profitably is one of the great challenges in business. These models align teams, challenge individual performance and stretch leadership towards winning success.
As with all the models, tailor these to the specifics of your business for even greater power within the models.
Description of Model.
Project Management Models Section (Coming Soon)
Perhaps the single biggest determinant of success in business is the capacity to get big things done fast. Focused action a critical skillset, yet most business leaders fail dismally in implementation of strategies. The Project Management Models redefine the discipline of Project Management into a suite of models that give clarity and momentum in executing key initiatives.
As with all the models, tailor these to the specifics of your business for even greater power within the models.
Description of Model.
Money Models Section (Coming Soon)
Money is the blood in the veins of the business. When money stops flowing the business dies! Yet how money works and how it can be put to work is a poorly understood aspect of business. These models will simplify the understanding of the money in business so you can control the flow better, make better deals and get more money out.
As with all the models, tailor these to the specifics of your business for even greater power within the models.
Description of Model.
Planning Models Section (Coming Soon)
Business is really a series of problems to be solved. Context and relevance is everything. The market may love you today, but will they love you tomorrow? Your may have the best people in your business right now, but will they stay? Your systems may be ahead of the game, but will they hold their own over time? Planning is a complex process of predicting the future, but key models will allow you and all your team to constantly have an eye on the future while delivering results today.
As with all the models, tailor these to the specifics of your business for even greater power within the models.
Description of Model.
Risk Management Models Section (Coming Soon)
Three things drive business success:
- Sales success (collect revenue)
- Service success (make profit and build reputation)
- Risk management (control your exposure).
Use these models to focus your team around success and keep your own risk awareness on track.
As with all the models, tailor these to the specifics of your business for even greater power within the models.
Description of Model.
Leadership Section (Coming Soon)
Any business is simply an echo of the leaders in the business. When we watch the organisation, we see the leadership. As John Maxwell says “Everything rises and falls on leadership!” These models demystify leadership and simplify the core components of extraordinary leadership.
As with all the models, tailor these to the specifics of your business for even greater power within the models.
Description of Model.
Using The Models Section (Coming Soon)
The models are powerful in their own right. Each model serves it’s own purpose.
However, the models create amplified power when they are put to use in sequences and integrated frameworks of thinking and influencing.
This section outlines common ways we use the models in deliberate systems, sequences and frameworks.
Description Of The Application.
The Vault Webinars
The monthly Vault Live Webinars.