Turnkey Training (P) Ltd. CEO's Digest

Turnkey Training (P) Ltd.
Turnkey Training (P) Ltd. Turnkey Training (P) Ltd. Turnkey Training (P) Ltd.
CDigest
EO’s

When the going got tough!
The tough got tougher!!

Leading & Selling
Strategies
During Downturn

84% Strongly Agree Say “the economic
crisis has made people re-evaluate a lot of
things 62% Strongly Agree Say “in the long term
this may actually be a good thing, it re-
grounds us and makes us focus on what is
most important
Value Shift in Management Think Tank
post coming to terms with current crisis
78% Strongly Agree Say “there s a positive
feeling that goes with focusing on the
things that matter most in life
63% Strongly Agree Say “the new realities
that we all are facing may actually be good
for people’s values
Source : Research conducted by Turnkey Training (P) Ltd.

The new style of
LEADERSHIP

To
Inclusivity (it takes a village)
Democracy everyone plays an integral role
Think about others
Consider the impact of your actions on others
Take responsibility for your actions
Strengthen your weaknesses
Admit, recognize and acknowledge weaknesses
Work to shore up any weakness
From
Exclusivity (a few lone stars at the top)
Authoritarianism
A select few are integral to achieving success
Think only of yourself
Only care about your own success, even at the expense of others
Pass the buck Overplay your strengths
Deny or ignore your weakness
Exploit your strengths to overcompensate for any weakness
The new style of
LEADERSHIP

In
Sustainability
Delayed gratification
Consider the long-term and wider impact of one’s decision Human capital
Measure success by intellectual capital Transparency
Empower everyone by providing everyone with access to information
Out
Disposability
Immediate gratification
Consider only the short term need
Outcome
Planned obsolescence
Asset capital measure success by material gains Secrecy
Limit power by confining the dissemination of information to a select few
The new style of
LEADERSHIP

New
Literacy make information simple
Straightforward and easy to understand
Ensure people are knowledgeable and able to make well-informed decisions Listening
Pay attention to others
Two-way communicating
Old
Illiteracy
Make information complex
Employing jargon and unfamiliar language
Keep people ill-informed
Unknowledgeable and incapable of making good decisions
Talking want
One-way communicating
The new style of
LEADERSHIP

Value Shift in Consumer Mind
post coming to terms with current crisis
75% Strongly Agree Say - Got less
patience for companies that are not clear
and helpful.
79% Strongly Agree Say “going forward,
keeping a long term view will be critical
69% Strongly Agree Say “transparency,
honesty, and integrity matter the most
going forward
Source : Research conducted by Turnkey Training (P) Ltd.

The current reality bites
Sellers are stereotyped
Sellers are greedy, poor listener
Self oriented
They did not get here overnight, it was…
Built with bricks of incompetence and mortar of false promises
The new style of
Salesmanship
There is an invisible barrier between Buyer & Seller
Trust Deficit Broken Trust

The new style of
Salesmanship ‘Garry Kinder’ in one of the section of a module
‘Selling Right’ speaks about
‘Why do people buy from a particular source & then keep on buying’.
He says, they buy because
They Like You
Trust You
Finds an Owner Benefit
And Assisted by the You
So simple yet so difficult……….
If trust is broken the following doesn’t matter
Expertise
Feature
Low price
Process

Owners
Benefit
Trust
You
Like
You
Assisted by
You
Seen frequently, Dress
alike, Talk the
language, Carry
culture, Mirror
behavior, Exhibit
Integrity & Capability
Talk straight,
Demonstrate respect,
Create transparency,
Confront reality, Clarify
expectation, Practice
accountability, Listen
first & Keep
commitment
Find the need, Create
want & Build desire
Become assistant
buyer, Be unbiased,
Show pro’s & con’s
Give suggestion &
recommendation
The new style of
Salesmanship

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Turnkey Training (P) Ltd. CEO's Digest

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Turnkey Training (P) Ltd. CEO's Digest