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Bruce McCombs Enterprises http://www.brucemccombsenterprises.com Sales Coach, Business Coach and Life and Career Coach Mon, 16 Nov 2015 22:51:52 +0000 en-US hourly 1 http://wordpress.org/?v=4.3.1 404 http://www.brucemccombsenterprises.com/2015/11/6wy4dhqj.html http://www.brucemccombsenterprises.com/2015/11/6wy4dhqj.html#comments Mon, 16 Nov 2015 22:51:52 +0000 http://www.brucemccombsenterprises.com/2015/11/6wy4dhqj.html http://www.brucemccombsenterprises.com/2015/11/6wy4dhqj.html/feed 0 The Key To Winning The Sale – Differentiation http://www.brucemccombsenterprises.com/2013/03/differentiation.html http://www.brucemccombsenterprises.com/2013/03/differentiation.html#comments Sat, 02 Mar 2013 21:35:43 +0000 http://www.brucemccombsenterprises.com/?p=145 Continue reading ]]>
Between the introductory and close steps, you should be finding operational pain and who at the “C” level cares.  Then your responsibility is to link your benefits to their strategic gain.  At the same time, you should be building preference and identifying who has the power.  This way, you can visually analyze each of the stakeholder’s position.  It’s at the Stakeholder level where you can  determine if you have differentiated your solutions effectively.  If you have, then divided camps and power struggles will NOT emerge.
All that being said, if you bring a solution that uniquely solves the customer’s business problem, and link it to their strategic gain, you have created value and differentiation.  Moreover, if you know the compelling event, their decision making process and approval process, then you can negotiate from a position of strength.
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“The Service Driven Life” http://www.brucemccombsenterprises.com/2012/12/the-service-driven-life.html http://www.brucemccombsenterprises.com/2012/12/the-service-driven-life.html#comments Mon, 03 Dec 2012 15:33:51 +0000 http://www.brucemccombsenterprises.com/?p=135 Continue reading ]]> “For a simple yet profound reason, every person should read The Service Driven Life www.theservicedrivenlife.com.  Clinebell’s book eloquently shows us that there is no higher calling than serving another human being.

If you want to learn how to prosper, expand and grow,  The Service Driven (R) Life is a truly wonderful tool.  The book, at its core, is about the  “Circular flow of prospering and learning”.  When both parties know they benefit, the teaching becomes viral and grows exponentially.

  I could not put this book down.   Truly groundbreaking!”



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Career Transition http://www.brucemccombsenterprises.com/2012/04/career-transition-4.html http://www.brucemccombsenterprises.com/2012/04/career-transition-4.html#comments Thu, 12 Apr 2012 17:16:50 +0000 http://www.brucemccombsenterprises.com/?p=122 Continue reading ]]> Several of my career transition clients recently landed full time employment after being out of work for up to 2 years. Most attribute their success to getting clarity, and creating a plan for success, that helped them change their way of thinking. Prior to coaching, some were fearful they may not find employment. Family members also became fearful. That “fear thought” created other cascading saboteur beliefs. As they began looking at their job search from different points of view, their attitude shifted. Clients learned that it’s their choice to remain in fear, or move to another perspective, like, “I’m ready to step up to the plate” and get the job I want. When my clients get clarity, they pursue their dream job with more confidence, or make their current one more fulfilling!

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Amazing Clarity http://www.brucemccombsenterprises.com/2011/11/amazing-clarity.html http://www.brucemccombsenterprises.com/2011/11/amazing-clarity.html#comments Mon, 07 Nov 2011 22:51:48 +0000 http://brucemccombsenterprises.com/?p=98 Continue reading ]]> Somewhere between our 20’s and 60’s we have a clear choice.  Are we going to be in the passenger’s seat as life goes by or are we going be to proactive and create the life we want?  Are we going to ask ourselves if we are going to be happy at what we are doing?  Am I accomplishing my goals?  Am I honoring my values?  Am I leaving the legacy I want? Click here http://www.youtube.com/user/tropez312?feature=mhsn  to see how you might get more clarity around your values and plan for success, so you can live the life you want!

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What Makes a Great Elevator Pitch? http://www.brucemccombsenterprises.com/2011/07/what-makes-a-great-elevator-pitch.html http://www.brucemccombsenterprises.com/2011/07/what-makes-a-great-elevator-pitch.html#comments Sat, 16 Jul 2011 17:07:51 +0000 http://brucemccombsenterprises.com/?p=80 Continue reading ]]> Elevator pitches help you articulate your unique talents, product differences and solution value propositions.  What they have in common is they are delivered in a very short time frame.   Some pitches take 10 seconds, others may require 45 seconds.  It depends on the audience and circumstances.  For example, in a casual conversation, someone may ask what you do?  Most people tell them their job description and leave it at that.  Or you might consider something like this.

  • I help small business owners sell more and live a better life.
  • I help people realize their potential by walking with them to reach their goals.
  • I help people save time and money with technology solutions.

These examples do not tell your audience who you are.  Instead, they articulate how you are going to help them.

Some coaches say that you should use a certain format for your elevator pitches.  For example, tell your audience:

  • Who you are, who you work for, what you do, the problem you solve and the benefit of you provide
  • Who you are, who you help, how you help them and the benefit you provide
  • Who you are and how you help
  • Who you are, the opportunity you help with and the benefit

Choose a format that you are comfortable with, has the most impact on your audience and make it part of your DNA.






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How Does Intention and Curiosity Help You in a Sale? http://www.brucemccombsenterprises.com/2011/06/sample-blog-post-title2.html http://www.brucemccombsenterprises.com/2011/06/sample-blog-post-title2.html#comments Wed, 29 Jun 2011 18:43:13 +0000 http://brucemccombsenterprises.com/?p=71 Continue reading ]]> Curiosity is the desire to learn more than what you know now.  It manifests itself in many different flavors and its use is based on one’s intention.

For example, let’s say I am curious about a movie actor’s career.  My intention is to gain knowledge.  Or my intention is to share the knowledge with someone to impress them.  Maybe I have been assigned homework about this actor and my intention is to get a good grade, so I study hard.

If my intention is to use my curiosity to help solve the customer’s problem, that’s different than being curious in order to close business, make my quota and put money in my pocket.  If your intention is self serving, your customer will perceive it.  Their defense mechanism will elevate and make it more difficult for you to develop a meaningful relationship.  If on the other hand, you are there to help the customer solve their problem and turn it into a better situation; you will be perceived as a problem solver.  The rewards, like recognition and money will follow.

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Sales Navigation System (SNS) http://www.brucemccombsenterprises.com/2011/06/sample-blog-post-title1.html http://www.brucemccombsenterprises.com/2011/06/sample-blog-post-title1.html#comments Wed, 29 Jun 2011 18:41:55 +0000 http://brucemccombsenterprises.com/?p=70 Continue reading ]]> The SNS acts as a clear road-map to an agreed upon destination, or objective.  It is beneficial because it enables you to begin with the end.  The SNS helps answer the question, “What steps do I have to take to advance the sale”?  Moreover, it outlines key benchmarks for the customer that must be met before their ultimate goal can be successfully achieved and that is to go live with the new solution.

The SNS is a dynamic tool that acts merely as blueprint to focus your thinking and help you provide a crisper message.  I’m sure it will go through some fine-tuning and revisions as you progress deeper into the project.  The go/no go decision is crucial every-time. Unless you agree on the satisfactory conclusion of a benchmark, you will not go to the next step.  Again, this is the basis of nurturing and developing a win-win relationship.


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