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HUNTER AND BEYOND, LLC

Beyond Business Development are Business Results!!!
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STORYTELLING OR STORY SELLING?

Posted on May 27, 2022 by Hunter & Beyond

What story did you tell to get the deal? Too often in the hyper competitive
world of Business Development, the truth gets lost in the deal. Regardless, once
a sale is consummated, someone must deliver. “Once upon a time… I win!” This is
in fact a story. It has a classic introduction. It creates intrigue. It has a
clear conclusion. From a selling perspective this story carries the day because
it explicitly defines a successfully performing protagonist. The reason that
this story has the capacity to work is that it first follows an established
formula. The reason that this story delivers successfully is that it provides
intrigue, then a solution. All that is left are characters and a plot.

Sellers’ Not-So-Secret Desires

In business and particularly sales, the characters come readily equipped.
Sellers have explicit motivations. Buyers are cautious and are particularly
subject to internal conflict. With all these elements going into a deal, how
does business ever get transacted? Frankly, it comes down to emotion. The facts
reveal that many transactions result from feelings. Furthermore, many deals are
executed for self-gratification. “What’s in it for me” is constantly present on
both sides of the transaction. Other deals are worked out of desperation,
particularly toward month-end. Some deals are unashamedly done for greed. Yet,
the most successful deals are a direct result of the desire to win. Closers are
winners. It is in the job description. So, how are more winners created?

Success goes back to story. Sales training gives you tools. The desire to win is
instilled in the hero’s DNA. Consequently, every sales professional is not a
hero. Yet, sales heroes must still slay their dragons! Before anything else,
winners must narrowly focus on the detailed process on slaying dragons.
Furthermore, the hero must have a huge why! Perhaps the transaction results in
the greater good. Or, it could be to build a better individual lifestyle.
Self-validation is often a reason. But, in many successful cases of prevailing
sales heroes, the underlying motivation is competing and executing! Heroes love
winning!

Attitude, Then Altitude

With that foundation, keys to superior salesmanship feature a tenacious
attitude. The story emerges once facts dictate the underlying why. Next, the
desire feeds on the emotional charge toward victory. Specifically, quotas are
not met by faithfully obeying the sales training. If obeying the rules were the
secret to success, then everyone would be rich, thin and beautiful! The
unyielding desire to win is what slays the quota dragon. Remember, the quota
dragon will fight back. The best sales professionals hear the word, “No”, all
the time. However, they also hear the word, “Hello”, more when communicating
relentlessly and making the next contact. They also hear the word, “Yes”, when
the sales professional’s ingenuity and inquisitiveness, unearths the
honest-to-truth problem that the tenacious salesperson eagerly resolves. The
power to chase away pain defeats discounts every time!

Finally, winning professionals do their research. They understand to whom they
are selling. They understand explicitly why the prospect truly wants to buy. It
is almost never primarily because of the cheapest price. It is almost always
because of self-centered desire. Find that desire and feed it. If the buyer
prioritizes innovation, then deliver a solution with sufficient bells and
whistles. If the true decision maker craves recognition, then close the deal and
blasts that individual’s success among thousands of followers. Know that money
and ego always matter. Also, realize that underlying motivations matter equally,
if not more. Unearth those motivations. Sales success depends on revealing the
customer’s critical desire, then supersize that value to satisfy that desire in
the final proposition.

Conclusion

Great sales professional clearly recognize that customers buy with emotion and
justify with logic! Consequently, sales champions listen with their ears and
their hearts. Make the story about the buyer. Feed the buyers inner priority! To
be a true sales champion, the next step is to guarantee that the buyer’s boss
has his primary needs met, too. The best probing questions involve the primary
contact determining what the buyer’s superior values most. That step is quickly
followed with the seller partnering with the buyer so that his internal needs
are secure. The best part of this strategy is that the buyer is eager to work
with the seller in the future. The reason is simply because the seller’s boss
left the transaction with a win. At this point, more winning results in more
selling!! Who has a happy ending now?

By Glenn W Hunter

Managing Director, Hunter And Beyond, LLC

Author of “Storytelling Wins The Best Engagements“





Posted in Business Coaching, Business Development, Client Relationships,
Presentation Skills, Training | Tagged Business, Business Development,
Entrepreneurship, Growth, Marketing, New Clients, Results, Sales, Storytelling,
Success | Leave a comment


DISCIPLINE, SUCCESS AND THE GRIND

Posted on February 28, 2022 by Hunter & Beyond

Grinding screams lower-level function. Repetitive action in a static operation
or marketplace works just fine for bottom feeders. Inputs are routine. Outputs
are predictable. This approach as a successful technique suggests a mundane past
featuring an era of mass production and industrialization. It seemingly suggests
an engrained mindset such that the present economy, technology, and productivity
would seemingly dismiss the paradigm as outdated. Modern business engagements
rely on speed and accuracy of information! Currently, innovation is valued and
equated with superiority! Established routines can eventually benefit from
repetition, yet typically, creativity drives mindsets that lead to productivity,
improvement, and profitable ideas. Current discipline demands that established
practices are perfected… then improved! The challenge is maintaining the edge in
leading fresh ideas from innovation through superior, profitable outcomes. So,
where does grinding fit?

TARGET

Clearly, large international technology companies have enormous resources to
innovate and deploy new processes resulting in superior efficiency and cost
effective solutions. While innovation may benefit from foundationally proven
routines, superior performance results from outstanding innovation. “Eureka, I
found it.” is no longer the battle cry of business breakthroughs. “Can we make
it go faster??!”, now carries the day for innovation to turn into explosive
revenue growth. Beyond innovation, identifying customers with the ability to
apply innovation is where explosive value materially happens. Knowing the target
for cutting-edge goods, services, and applications create better opportunities
in current environments. Consequently, massive sales efforts begin with hyped
projections before the solutions are even finalized. Consequently, successfully
grinding through sales cycles now feature identifying potential problems
earlier. The big question is now “who identifies potential problems before
operators and customers realize that it impacts their business?”. The grind now
demands getting in front of the life cycle to craft solutions accurately in
anticipation of problems that continue to work their way through the present
value chain.

PIVOT

Honestly, grind just sounds like a mundane concept, yet it is essential. In
fact, it has continued to evolve into an extremely dynamic concept. Grind
implies linear processes. However, grinding in current environments is
exploding! The truth is that this evolution is occurring dramatically, multi-
dimensionally, and dynamically. Consequently, a pivot describes this evolution
even more accurately. Pivot empowers changing directions rapidly to attain
alignment with customers’ priorities. Look at something as fundamental as
communication. A generation ago, a telephone was the most effective way to
communicate with another individual. Fast forward to our current time, and a
“phone” is a colloquial word for a dynamic instrument that communicates
verbally, audibly, and visually. As this evolution applies to business growth,
the gadgets that entertain people also drive their creativity. Discipline
becomes necessary because the distractions on our handheld devices are enormous.
On the other hand, the diverse ways to connect digitally include communication
via voice, text, photograph, and video. The immediacy and integrity of
communication creates exceptional efficiency and clarity. Discipline is
necessary! Yet, who cannot afford to communicate and create value at
unprecedented speeds?

CONCLUSION

For innovators to be effective, successful grinders are troubleshooting problems
ahead of potential solutions. Processes matter. Successfully identifying what
will go wrong in the future enhances solutions that are effectively sold today!
No one needs a crystal ball anymore, now data correctly anticipates where the
latest trends and needs emerge. What new problem, or bigger, faster alternative
will emerge next, as a direct result of the latest innovation? By the time the
marketplace explicitly tells competitors what they need, average competitors are
too late. Recognizing the next pivot correctly is the advantage for meeting
customer needs. Sales teams need to have answers ready, before the next problems
arise. Some wrong answers will result. Yet, upon correctly anticipating pivots,
greater fortunes will be recognized! Of course, grinding and pivoting can be
bypassed for more certainty. Unfortunately, the marketplace punishes risk
aversion. Still, leaving a message after the beep, then waiting for a return
call for the next blockbuster deal is an option. Feel free to wait!

By Glenn W Hunter

Managing Director, Hunter And Beyond, LLC

Author of “Storytelling Wins The Best Engagements“


Posted in Business Coaching, Business Development, Client Relationships,
Creating Culture, Leadership Development | Tagged Business, Business
Development, Communication, Entrepreneurship, Growth, Marketing, New Clients,
Results, Sales, Storytelling, Success, Teamwork | Leave a comment


BIGGER PROFITS BY STORYTELLING

Posted on April 28, 2022 by Hunter & Beyond

Let me tell you a story! Wait… first, why do stories even work in connecting
people in business environments? Primarily, people communicate in stories! A
good story has emotion, suspense, twists and turns. Job titles do not
communicate any of those benefits. Who really gets excited to hear about some
website data analyst who wants to become a vice-president? However, let that
same character start moving up the corporate ladder, maybe score a popular
podcast, or launch the start-up de jour, and now people get excited about the
possibilities concerning this unique character. The plot thickens and listeners
pay much more attention.

The Story

The stories that matter most are the stories that are rare. A character defies
the odds in an unprecedented move. The protagonist captures a listener and holds
their attention hostage. The listener’s time, focus and even, money represent
the ransom to retrieve their precious time. Then, the listener finally realizes
that their reward for grasping the possibilities for promotions, entrepreneurial
breakthroughs, or a spot on the big stage, are immediately in front of them.
Now, they are ready to launch toward their personal aspirations! First, the
professional believes the story, then they pursue the projected outcome for
themselves with unprecedented zeal. Providers want their buyers to win, so that
they return for more. However, once the story reveals even more attainable
possibilities, then incredible accomplishments can emerge. Plainly, the
escalating emotion in the early interaction first creates attention, then
participation ignites the greater possibilities.  Successful vendors, investors,
advocates, and storytellers, all master attracting attention, then articulating
value for communal benefit.

The Value

Yet, what is the true value for the storyteller who was weaved a web that has
captured attention, and opportunity? The value is often revenue, growth,
accolades, and profits. The simple outcome to drawing in attention with a
superior story is that now an audience emerges that eagerly wants to benefit
from that story’s magnetism. A best-selling author can sell multiple books over
multiple years to the same people. Not just the same profile, but literally the
same people. The power behind that magnetism includes the anecdotes that anchor
each story’s specific themes. The success secrets are not necessarily new. In
fact, several great business books literally take their fundamental premises
from the ancient Hebrews. Many business success tips can find their foundation
in Sunday School. So, how does such old stories yield new profits.

The Outcome

First, accept that there is nothing new under the sun. People, including
business professionals, want to be admired and respected. Of course, titles,
bonuses, toys, and awards all pay into the sensation of admiration and respect.
Next, transitioning those accolades into revenue, profits, and value as a result
of transactions, now builds momentum toward tangible, life-affirming
improvements. Simply, the story that reveals individual success, acts like a
playbook for future accolades. The numbers, facts, and figures simply keep
score. Success is a byproduct of the trust, belief, and repetition resulting in
subsequent accomplishments. The power and value in the story directly come from
the ability to articulate, then replicate tangible results. Great storytellers
in sales have enormous value because they predictably and consistently deliver
results that emerge from their ability to recreate consistent stories that leads
to purchases over and over again. But before the story works its magic, the
sales professional must connect with prospects, target markets, referral
partners, and buyers so that all characters emotionally experience the same
happily ever after that the sales professional projects. When multiple sides
win, then value grows exponentially for more profitable future engagements

The Conclusion

Good stories fundamentally communicate and inspire. Great storytelling
encompasses characters where people genuinely want them to win. These stories
encourage people to change the way that they perceive their current world. New
customers change providers because they wish to change the way that they
experience their world resulting in better outcomes. Change is rarely executed
singularly because of price. Securing a new customer is the expected outcome for
providing solutions or experiences that will make the customer’s experience more
fulfilling and potentially more highly valued. Great stories supersize the
anticipation of superior outcomes that the superior vendor will now deliver with
excellence and profits!

By Glenn W Hunter

Managing Director, Hunter and Beyond, LLC

Author of “Storytelling Wins The Best Engagements“


Posted in Business Coaching, Business Development, Client Relationships,
Creating Culture | Tagged Business, Business Development, Entrepreneur,
Entrepreneurship, Growth, Marketing, New Clients, Results, Revenue, Sales,
Startup, Storytelling, Success | Leave a comment


STORYTELLING: CASH FOR CHARACTERS

Posted on January 20, 2022 by Hunter & Beyond

The meeting’s location is SkyDeck Chicago!! Yes, four states are literally
visible from this room! Whether the meeting’s purpose is social, financial, or
strategic, the environment exudes power. The mood and mindset of all
participants declare achievement. Realize that the location and the individual
characters contribute to expecting enormously successful outcomes. Who would not
want to experience conducting business in this room? Specifically, the reason
that the location, ambience, and characters are so important is because those
details are essential in creating an unforgettable story! Furthermore, any money
involved with agreements during this gathering will undoubtedly be large,
grandiose, and memorable. The deal’s value elevates with each character’s
profile and presence. Anyone can recognize $10 million when it is written in an
article. Nevertheless, it takes a special individual to spend $10,000,000
knowing that they will be fully responsible for the transaction’s outcome.
Consequently, because of ego, gravitas, and reputation, the cash figures
continue to rise in alignment with the characters and their reputations.
Furthermore, the characters that boldly take responsibility for such enormous
sums of capital better have exceptional stories that justify responsibility for
such amounts.

Realization

According to the Cambridge Online Dictionary, “Realization is the action of
converting an asset into cash.” Business assets come in assorted sizes, shapes,
and ideas. Even intangible, great ideas can be packaged and exchanged for cash.
When incremental value is created through strategic execution, or tangible
transactions, then enterprises flourish. A long-haul truck full of marketable
goods is obviously much more valuable than an identical, empty long-haul truck
sitting at a loading dock.  Realization initially establishes itself at the
forefront of business needs because value can be deployed for different amounts,
at different times, as well as under different circumstances. Finance theory
states that a dollar today is worth more than a dollar tomorrow. Realization
manifests that belief by demonstrating that earning a dollar immediately results
in recognizing that currency more quickly. When human personalities and egos
enter transactions, then recognizing tangible wealth sooner equates to greater
emotional and financial value. Basically, more money, more quickly, is better!

Creating business deals and interactions that factor the value of time leads to
higher priority transactions that aligns with generating greater returns.
Consequently, human involvement in transactions facilitating the ability to
recognize value more quickly, in turn results in incremental wealth for involved
individuals and entities. Whether looking reputationally, financially, or
egotistically, realizing value quicker yields more money! Furthermore, business
leaders that are adept at achieving quicker closure in transactions, ultimately
create incremental value that slower transactions forfeit. Speed and judgment
matters. The opportunities that generate cash more quickly, in the long run
create better returns for their efforts. Realization must be factored into the
negotiated and ego-based calculus because the business professional that uses
time efficiently, while generating greater values more effectively, ultimately
secures more cash to enjoy personally and organizationally. To maximize such
opportunities, create stories and scenarios that progress toward “yes”, fastest.
Clearly, time is money!

Resolution

The aforementioned process points directly to the financial impact of quick
resolutions. Again, time is a factor in concluding business transactions.
Equally important, rewards are recognized sooner when closure is expedited.
Sustaining a consistent narrative via storytelling helps facilitate quicker
understanding and consequently, quicker resolutions. “We have a deal.”, while
shaking hands speaks to closure of a transaction. However, closure really does
not occur until funds are exchanged and agreed expectations regarding goods and
services are satisfactory. Consequently, terms must be negotiated, and agreement
attained. That outcome returns attention to storytelling. What facts can the
service-providing side establish and accomplish? How believable are
expectations? Until satisfactory execution, uneasiness remains to a certain
degree. What narrative prevents trust from eroding?  Agreement and transaction
take a different course until evidence and understanding reaches a certain
point. Progress requires trust, so what vehicles enforce that need?

Clearly, cash and character never truly stray too far from any commercial
interaction. Moreso, technology, artificial intelligence, algorithms, automated
triggers are increasingly prevalent in transacting business. Nevertheless, at
some point a human being introduced the algorithm, formula, or commands so that
the transaction can execute quickly and logically. Speed and predictability
still launch from a human introduction of logical protocols. Resolution, or
agreement between two entities, still find their beginning in a human
interaction that features trust. Simply put, someone programmed the computer or
installed the intelligence for the technological solution. Furthermore, a human
being is going to reap the reward from the technology that was intimately
involved with executing the terms of the agreement. Machines may perform the
necessary steps. Humans ultimately reap the financial benefits.  The story
benefits the individuals by communicating trust, belief and execution!

Conclusion

Cash for characters ultimately focuses on competing parties willingly ready to
transact money for goods, services, and/ or results. The characters are the
involved professionals. Their ingenuity, intelligence and acumen drive value.
Whether the purchase involves goods, services, individual talent, or an
invention, the sales process eventually triggers execution. And, execution
dictates commercial transactions! But, the process, or individual can only
perform according to instructions. Consequently, an agreement returns to
storytelling in order to establish expectations, warn against potential risks,
and manifest fulfilling happy endings that result from successful transactions.
Effective storytelling establishes the positive expectation and communicates the
transaction’s jubilant completion. Success depends on clearly articulating the
value and delivering to that expectation, if not beyond it. Winning businesses
deploy characters that can deliver. Yet, people who effectively convey the story
that features expectations, fulfillment, and satisfaction are equally important.
Effectively deploy both realization and resolution, so that both financial
outcomes and operating execution results in consistent business success. Be
certain in selecting the right character for every job, interaction and
transaction. Pay close attention to what characters are involved and what they
are doing, because the money matters.



By Glenn W Hunter

Managing Director, Hunter And Beyond, LLC

Author of “Storytelling Wins The Best Engagements“


Posted in Business Development, Client Relationships, Creating Culture | Tagged
Business, Business Development, Entrepreneurship, Growth, Marketing, New
Clients, Results, Revenue, Sales, Storytelling, Success | Leave a comment


GRINDING FOR NEW REVENUE

Posted on December 7, 2021 by Hunter & Beyond

This gallery contains 1 photo.

Remember, the customer may not always be right. However, their perspective will
prevail! Create a dialogue that gives the buyer as many opportunities to prevail
as they reasonably can, until achieving, “Yes, I’ll buy it!”. Undisciplined
sales reps often win the argument and lose the deal! Continue reading →

More Galleries | Tagged Business, Business Development, Entrepreneurship,
Growth, Marketing, New Clients, Results, Sales, Storytelling, Success | Leave a
comment


CONVERSATIONS START COMMERCE

Posted on November 19, 2021 by Hunter & Beyond

“Have I got a deal for you!!” This fast-talking salesman reflects a comical
stereotype that suggests that business deals include sales professionals talking
an unsuspecting customer into buying what they really do not need. Like many
stereotypes, a piece of truth resides there somewhere. Unfortunately, snake oil
salesmen still exist. Fortunately, genuine business professionals solving real
customer problems largely reflect the current reality. Reaching agreement
requires that trust and integrity enter the conversation eventually. The wheels
of commerce struggle to sustain progress in dishonest environments. Efficient
markets quickly spread bad news. Successful sales professionals realize that
over the long-term, communicating value and meeting expectations deliver the
most profitable outcomes. Consequently, honesty and accuracy enjoy staying
power. In turn, staying power builds wealth for businesses and sales
professionals. Still, to start and sustain positive results, buyers and sellers
must operate with integrity and efficiency. Positive series of events launch
once genuine conversation ignites chain reactions for buyers and sellers to
connect and generate commerce.

Conversation Drives Connection

Starting a commercial transaction can be as simple as starting a conversation
with, “How can I help you?”. The process of a commercial transaction progresses
with insightful questions that bring into focus a problem that the seller
potentially can solve. Then, communication concerning goods, services and
solutions emerge in the context of social and business conversations. Ideas
concerning a specific business problem can also be identified by media or
marketing pieces. Content, commercials, and word-of-mouth are additional ways
for information to circulate concerning new products and applications.

Professional communities, represented by specific marketplaces, help introduce
discussions, images, and problems that lead to desired solutions. Then, the
wheels of commerce start turning as ideas evolve into valued solutions.
Ultimately, the community percolates and innovates new applications and
solutions which drive new sales. The connection between any buyer and seller
fundamentally starts with a business community articulating new solutions and
products that are available to satisfy specific problems. The resulting
connections spread, then launch new growth opportunities and markets.

Community Drives Commerce

Commerce does not launch until the fundamental question, “What do you want?”
connects with the response, “I can deliver that”. Again, the solution does not
reside in one location, or with one person. The days where the local dairy
farmer provides all the eggs for the local community are long gone. Different
providers have different points of distinction and value offerings. Likewise,
they present different personalities so that they can relate to different
customer profiles with sufficient commonalities to create trustworthy exchanges.
Without diverse personalities, skill sets, commercial advantages, and individual
strengths, then singular offerings will represent the entire marketplace.

The problem with that alternative is that as soon as enough customers realize
that the singular provider sucks, then innovation and ingenuity ignite to
identify superior ways to deliver better value, services, or products than
previously available. Innovation emerges to fill the market’s hole left by the
inferior provider. The entrepreneur clearly acknowledges, “Poor performance
ignites opportunities”. For innovation to take root and flourish, the
marketplace needs to recognize available gaps and possibilities. Specifically,
communities in aggregate acknowledge that a hole in the marketplace has produced
an opportunity. When that opportunity to improve elevates to the broader
community’s line of sight, then innovation leaps into action. Successful
innovation results in new avenues for commerce. Literally, the community’s
attention exposes the opportunity. The successful entrepreneur then delivers
commercial innovation to the marketplace. Clearly communities benefit when
conversation drives needs, then new commerce.

Conclusion

Active economies continuously innovate. New ideas, lower costs, more efficient
value all result in better solutions for customers. The innovative entrepreneur
wins upon developing breakthroughs that produce utility at lower prices, or
through more efficient output. Frankly, needs are identified by conversations
among professionals dreaming of more efficiency or better profits. “Eureka, I
found it!” has become a fairy tale announcing innovation. “Hey, will that let us
do it cheaper and faster than that other guy?” is now the language of business
innovation! Entrepreneurial zeal to produce more cheaply or create output more
prodigiously represents capitalism’s ongoing mission. Yet, without conversation,
real problems are not shared, nor solved. If the marketplace does not look for
faster, better solutions, then progress never emerges. Fortunately, the rewards
of entrepreneurship and capitalism continue to motivate new solutions. Bring
together ambitious people looking for profitable solutions that they can
replicate, then watch entrepreneurship effectively launch! The conversation, the
details, the efficiencies, the value creation are all ingredients for better
production. Collaborate, then exchange desires, ideas, and solutions. Identify
more efficient outputs, deliveries, or solutions. Reap the entrepreneurial
bounty. Then, watch a community thrive! Conversations start commerce. Start
talking!

By Glenn W Hunter

Managing Director, Hunter And Beyond, LLC

Author of “Storytelling Wins the Best Engagements“


Posted in Business Coaching, Business Development, Client Relationships | Tagged
Business, Business Development, Entrepreneur, Entrepreneurship, Growth,
Marketing, New Clients, Results, Sales, Storytelling, Success | Leave a comment


STORYTELLING PRODUCES MORE THAN A HAPPY ENDING

Posted on October 19, 2021 by Hunter & Beyond

Once upon a time, I win! That is the whole story. This short story completely
summarizes the emotion, tension and finality of an epic adventure. From a
business perspective, a great story incorporates a foundation for intelligent
planning, strategic processes and detailed execution. These story elements are
essential to business success because great ideas are only recognized with
proper execution. Essentially, the business team must buy into the vision, then
fulfillment begins. Storytelling articulates specific and powerful roles in
connecting multiple sides toward a mutually desired and emotionally binding
outcome. Yet, the only way to achieve the desired outcome, better known as the
happy ending, is through incorporating specific elements that execute a
satisfying story for customers.

Storytelling Is Content

Too many business leaders mistakenly approach business growth as logic-driven
activities where superior reasoning dictates outcomes. This common belief
suggests that the best facts in a proposal, or pitch wins. In reality, the
winner typically involves emotional connectivity. Written words and communicated
attitudes resonate loudly. Truly, how often does a high-powered executive enter
a high stakes meeting while wearing the most practical shoes? Success explicitly
communicates boldness! To influence, persuade and impose one’s will, somehow the
story must articulate the winning side’s superiority. Style, price, brand name,
and swagger communicate specific images that reflect perceived value.
Communicated stories across visual, audio, or written channels extend beyond
verbal communication to include cues that express emotional connectivity. The
logic will eventually justify the decision after the emotional experience has
dictated it!

Simply, stories connect people because they strike at emotions. Even when logic
completes the decision, emotional triggers have already been integrated. In
“Storytelling Wins the Best Engagements” by Glenn W Hunter, a critical point
emerges as both parties approach entering the engagement: “it is important to
realize that the customer has the most important item in the transaction. The
customer has the seller’s money!”. This reality applies to goods, services, and
ideas. The seller must extract what he believes to be his money from the buyer.
Consequently, whether the customer makes a rational, emotional, quantitative, or
whimsical decision, understand that the story must communicate decision-making
information in a way that the buyer wants to receive it. Otherwise the deal goes
nowhere. Eventually, the connection must be established where the buyer trusts
the seller, so that the transaction can close. Above all factors, the decision
really must feel right!

Storytelling Is Nuance

The next key to engaging under the cloak of Storytelling is the communication’s
nuance. Honestly, facts do not execute transactions. Communicated value executes
transactions! Interactions get interesting when communicated value reflects
subtlety! For example, a customer enters a commercial equipment retailer for a
specific machine part. On the surface, a buyer seeks a specific piece of
equipment to resume manufacturing. In reality, the buyer desperately needs a
piece of equipment ASAP so that manufacturing can resume! Furthermore, the buyer
knows that every minute that he spends negotiating on price is one minute of
revenue generating productivity that the buyer’s business loses! The reality of
commercial transactions are often more complicated than “Give me part number 12
in blue out of the catalogue.” It is terrible business to spend time negotiating
$500 in savings while foregoing $10,000 in revenue productivity!

Regarding business dealings, the “Happily Ever After” typically occurs after
much work and sacrifice. Whether the deal involves products, services, or the
latest, greatest acquisition, integrating the purchase into established
processes comes with challenges. Routine products most likely integrate
seamlessly into their designed function. However, innovative services or
products may involve training, adjustments, or additional headcount. Because
storytelling is designed to create more vivid understanding, it helps in
navigating complex entanglements. Furthermore, creating a culture that
emphasizes information moving from person to person, much like a memorable story
moves, results in significantly stronger outcomes. Literally, regularly
reminding an operations team about the company’s equivalent to the “Three Little
Pigs” story could be the vehicle to create stronger physical structures that
insure safety. No one wants to be involved in having their house blown down
because someone was lazy!

Conclusion

Ultimately, business operations should be designed to perform smoothly. The
content that is involved with instructions or processes works best when readily
available and easily digested. In most cases embedded operations already know
how specific widgets interact with the adjacent functions’ responsibilities.
That is training’s job. Regarding nuance, proper repetition is the secret sauce
for business operations to continue performing according to plan. Ultimately,
happy endings result from executing according to expectations. Expectations
regularly extend beyond targets because true competitors realize that
complacency can lead to elimination. Frankly, disobeying operational content, or
being lazy toward urgent business processes, results in consequences without a
happy ending. Any functioning business can perform ordinary tasks consistently
from procurement to delivery. To achieve consistently happy endings, business
leaders must enforce cultures that innovate, follow directions, and work
cooperatively. Choose happy endings!

By Glenn W Hunter

Managing Director of Hunter And Beyond, LLC

Author of “Storytelling Wins The Best Engagements“






Posted in Business Coaching, Business Development, Client Relationships, Content
Creation, Creating Culture | Tagged Branding, Business, Business Development,
Customers, Entrepreneurship, Growth, Marketing, New Clients, Results, Sales,
Storytelling, Success | Leave a comment


FIND THE YES IN THE ROOM

Posted on September 28, 2021 by Hunter & Beyond

“So Bob, what’s it going to take to get you in this beauty today?” While this
cheesy sales line is a classic, it does have merit! Closing the transaction is
clearly the point. And in any sales opportunity, “Yes” represents progress.
While many “Yeses” may be involved in a business transaction’s ultimate closing,
make no mistake that the final “Yes” indicates success! This fact becomes even
more important during more complex transactions where multiple milestones and
ongoing communication are part of the process. With so many milestones to meet
and opportunities to fail, each step toward progress is essential to the goal.
Ultimately, enough “Yeses” results in closure. And closure means revenue, then
compensation!

ATTITUDE ENJOYS BETTER MARGINS

However, before maximizing compensation, numerous detailed steps are required.
Confidently setting aggressive targets is a great place to start. “Your attitude
determines your altitude.”, is a clever reminder for sales professionals to
remember how they influence their own success. Realize that this simple saying
has multiple layers contributing to its fundamental truth! Consider that a
positive attitude can have a positive impact on a transaction’s success. Also,
as like and trust grows in the relationship leading to the transaction, price
becomes less critical. Value and intangible benefits begin to carry more weight.
Potentially, the seller’s margin, become less contentious once value is
established.  

On a deeper level, as positive attitudes emerge in the potential transaction,
stories are repeated and shared. Connections strengthen. While this process
could be brief, time invested in strengthening “like and trust” creates more
straightforward paths to “Yes”. At no point does a sales professional want to
rush prospects, and especially not established clients. Nevertheless, a
significant part of sales success is a keen awareness of invested time.  Beware
that on the way to “Yes”, a pleasant interaction throughout the sales process
often results in cross-sales and referrals. Consequently, a healthy respect for
time during the process must be managed masterfully. Success requires finding
the “Yes” in the room and methodically moving the emerging customer toward it.

ACTION SPEAKS FOR ITSELF

Phrases like “No Problem”, as well as, “Yes, and” are particularly effective in
developing a sales pipeline. Besides representing a can-do attitude, the phrases
create a favorable environment for future possibilities. As these affirming
phrases’ positivity permeates the atmosphere, the expectation of additional
interactions escalates. From a psychological perspective, each “Yes” acts as a
steppingstone toward the next “Yes”. Essentially, repetitive positivity
facilitates more potential future outcomes in the positive. Include positive
body language like displaying an open stance, and gently nodding while
listening, then the environment has evolved into a space where success and
agreement flourishes.

Now, actions speak for themselves because the conversation has evolved to
facilitate agreement. From a communication perspective, posture, visuals, and
language have become conditioned for agreement. These tactics are not hard rules
to be manipulated by the crooked salesman. Instead, these affirming
communication techniques facilitate agreement at a human level. Realizing that
the exchange now expects that a “Yes” is in the room, these verbal and
non-verbal communication techniques make it easier for both parties to find it.
Still, the professional must communicate value. Likewise, the buyer still must
maintain trust in the professional. Nevertheless, a path toward agreement has
been subtly established so that the engagement can transform into a transaction!

CONCLUSION

Ultimately, finding the “Yes” in the room focuses on establishing common ground.
The sooner that the seller can identify the most valued benefits for the buyer,
the quicker the buyer can establish closing. Time is a crucial factor in any
transaction. The quickest, best offer does not necessarily win the deal. Yet,
locating the “Yes” from both sides of the transaction communicates knowledge and
value so that the transaction can conclude. Realize that posturing remains a
necessary factor in locating the “Yes”. Nevertheless, guessing and shooting in
the dark are inefficient uses of time with regards to the current transaction
and probably the next one. Ultimately, the seller who knows their target
market’s industry as well as their industry benefits from efficiency leading to
successful transactions happening faster. From the seller’s perspective, that
means that referrals and cross-selling opportunities happen faster, too. More
customers to serve are clearly the ultimate reward for finding the “Yes” in the
room!

By Glenn W Hunter

Managing Director, Hunter And Beyond, LLC

Author of “Storytelling Wins The Best Engagements”

Available on Amazon





Posted in Business Coaching, Business Development, Client Relationships,
Creating Culture | Tagged Business, Business Development, Entrepreneurship,
Growth, Marketing, New Clients, Results, Sales, Storytelling, Success | 1
Comment


THE TRUE YOU COMES THROUGH

Posted on August 20, 2021 by Hunter & Beyond

A persuasive, well-trained, eloquent subject matter expert confidently glides
into a polished conference room. Although the audience of mid-level leaders sees
a salesman, the visitor brings specific, game-changing solutions to the waiting
assembly. From his dress to his vocabulary, the visitor exudes authentic,
genuine success. On the other hand, the audience simply awaits the dog and pony
show. Regardless of how large the portfolio of goods and services appears to be,
the best sellers must always present the goods or services that they absolutely
believe in the most for every prospect.

Belief

Proposed goods and services need to align with the seller’s personal strengths.
They must become the driver for anticipated success. The emotional investment
must be sufficient enough so that successful execution conveys inevitable
financial rewards for all parties. Products and/ or services need to be aligned
with individual sellers’ interest so that success ties in psychically and
tangibly. If the sales gig’s purpose is to “fake it until you make it”, then
work to make it soon! Otherwise, first interest will wane and then possibilities
will wane shortly afterwards. Remember the prospect and its leadership are aware
of productivity. A hostile and temporary interaction awaits the pitch that fails
to communicate belief in future accomplishment.

Authenticity within a successful approach is undoubtedly essential. While belief
demonstrates an individual sales professional’s confidence, the authenticity and
detail conveys that confidence to the buyer! Authenticity facilitates connecting
emotionally to other people who are exposed to the presentation. The emotional
connection is important because it enhances persuasiveness in the presentation.
It facilitates an intangible attraction between the buyer and the item for sale.
In reality, that explicitly crafted attraction attaches to the decision makers’
heart strings that largely drives the final decision. Buyers purchase according
to inner motivations. If the lowest price drives the decision, it is because the
decision maker believes that thriftiness will provide the most security and
satisfaction for his role.

Persistence

Realize that at some point this go-to item may not be the solution that the
customer needs. Under any circumstances, do not sell something that does not
help the prospective client. Yes, it is the end of the month. Yes, that exact
amount of revenue gets to the next bonus tier, or meets a recognized
accomplishment. Of course, in specific instances practical perspectives must
prevail, so seal the deal. But, what must not happen is to allow desperation to
become the common mode of operation. Saving one’s butt for monthly targets is
one matter. Making that decision a way of operating is a clear path toward
disingenuous sales tactics and eventually poor performance. The next step
features selling for another organization!

Remember, poor preparation promotes poor performance. Poor performance promotes
pain! Ultimately, enough pain results in separation from the organization. High
performance professionals do not sell their principles. Likewise, they try real,
real hard not to loan them out or rent them, either. Integrity is more than
honesty; it is also the path to principled longevity. Along with adhering to
principles, apply insight to discern between genuine opportunities and false
prosperity. While persistence means pursuing opportunities with confidence and
tenacity, it also means cutting dead ends quickly. The polished professionals’
experience and confidence realizes that equally attractive opportunities have
been strategically established in the pipeline over time.  Consequently, mature
sales funnels produce at a pace that is designed for longevity.

Conclusion

Ultimately, vetting opportunities so that personalities and similar business
styles align with prospects, increases the likelihood of successful results.
Additionally, the importance of emotional connectivity must be recognized.
Realize even in connecting with organizations where models and quantitative
analysis drive decisions, people who are led by their emotions and biases are
building these models. The human condition is inescapable in commerce.
Consequently, the individual contacts and their personalities never stray too
far. Likewise, the individual personality that drives the purchase decision
ultimately has influence on the process. Allow the experienced decision maker,
who eventually influences the selling process in whatever capacity, do the job
that they are empowered to do. Connect with that true person for success!

By Glenn W Hunter

Managing Director, Hunter And Beyond, LLC

Author of “Storytelling Wins The Best Engagements”

Available on Amazon


Posted in Business Development, Client Relationships, Presentation Skills |
Tagged Business, Business Development, Corporate, Entrepreneurship, Growth,
Marketing, New Clients, Results, Revenue, Sales, Storytelling, Success | Leave a
comment


DID YOU CATCH THAT? SALES VIA EARS, EYES, HEART

Posted on July 5, 2021 by Hunter & Beyond

Great sales professionals realize that low prices do not always win. To maximize
revenue several factors enter the sales equation. Emotion matters! Successful
sales professionals realize that they must first tug on the heart strings before
they can pull on the purse strings. At a certain point, price matters. But
common understanding, credibility and relationship matters a lot more. What good
is an initially low price if the buyer now owns an item that must constantly be
repaired? Successful sales efforts recognize that contribution based on value
creates the most profitable engagements. Did the seller pay attention to all
inputs to get every need met for both parties? Were ears, eyes, and heart really
working together?

Sell Through Superior Communication

How does a buyer maximize benefit for the purchase price? Simply, “Did the buyer
really get what she paid for?” Every customer has an idea of specific wants and
needs. Meanwhile, the sales professional desires to meet that need while
maintaining integrity regarding profits and professionalism. To balance that
tricky goal, listening with ears, eyes, and heart is imperative! In short,
multiple senses are accepting information so that all needs are met. For the
business engagement to happen, both parties need to find common ground
concerning the real sales drivers. What one party wants, the other party has to
deliver. Words communicate these needs. Tone of voice, body language, eye
contact, even subtle physical tics reinforce them.

Regardless of products, services, or sales cycles, certain consistencies provide
the sales professionals certain advantages. Emotion is part of the deal. For
sellers, high prices are better than low prices when all factors are equal. Yet,
all factors are rarely equal. Realize that purchases are often emotion driven to
a certain extent. In commercial sales, is this transaction going to enhance the
buyer’s reputation in the eyes of peers or superiors? For the seller is there
confidence, or stammering while communicating? Who displays more confidence when
individuals are literally looking into each others’ faces? How genuine is the
counterpart’s smile? All these clues communicate comfort levels regarding the
transaction’s terms, thus requiring sincere attention.

Buy With Emotion

As non-verbal and verbal communications collide, consummating a transaction
requires that a moment of trust emerges. A high price can communicate bad value
for the buyer’s needs, or comfort with the seller’s brand integrity. Still
successful closure requires clear convergence based on emotional connectivity by
both sides. Acknowledging trust is pivotal.  Especially in environments where
the low price wins, the domineering emotion remains that fidelity to valuing
thriftiness prevails. In all transactions, bridging the buyer’s and the seller’s
culture is part of reaching agreement. The better deal goes to the party that
satisfies their side’s needs with the most integrity.

Consider that listening through the heart reflects positive, fluttering feelings
in the chest when good news has been received. The sensation is clearly
emotional. Furthermore, listening with the eyes is a metaphor where the
transaction’s value is so pleasing that the satisfaction transcends multiple
senses. Consider observing someone listening to another person while watching
their mouth. Subconsciously or explicitly, the viewer is watching to address
verbal cues that are not aligned with audio clues. Is the buyer preparing to
disagree with a key point by forming their mouth to interrupt? The savvy sales
professional allows the objection to come out. The buyer may be preparing to
provide essential intel that expresses their interest, or sets the stage for
pushback. Regardless, winning the engagement often means seizing advantages by
understanding multiple communication channels.

Conclusion

Ultimately, securing the better of any deal relies on acquiring better
information. Words, body language, eye contact, even perspiration all provide
clues to the transaction’s true value. Consequently, the advantage goes to the
side that manages their emotions while extracting emotional clues from the other
side. Consequently, in any engagement, the side that protects its intentions and
satisfaction has a clear advantage. Furthermore, by catching what the eyes,
ears, and heart are conveying, opportunities emerge to give the advantage to the
more astute and sensory aware side. These tips are useful to figure out the
underlying story. Act upon the revealed tips to win the next engagement, and the
subsequent larger engagements that will certainly come forth with this
knowledge.

By Glenn W Hunter

Managing Director, Hunter And Beyond, LLC

Author of “Storytelling Wins The Best Engagements”

Available on Amazon!

Posted in Business Development, Client Relationships, Creating Culture | Tagged
Business, Business Development, Communication, Entrepreneurship, Growth,
Marketing, New Clients, Sales, Storytelling, Success | Leave a comment
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