TGIM!
Win Today! Don’t worry about what is out of your control, the future. JUST WIN TODAY!
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“Impact Winning” is perhaps the greatest skill we can have! How can you impact winning today?
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A long and sometimes complicated article I hope you take time to read. We at Drexel want a GROWTH CULTURE versus a HIGH-PERFORMANCE Culture. This explains in great detail what that means.
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Why YOU should do our book club (E-mail Jenna.Lee@drexelteam.com for more details.):
It improves you and inspires others! Here is a well written and inspiring review on one of the ten Books: RAVING FAN. Clint Patton is one of Drexel’s most effective quarterbacks.
He Impacts WINNING as much as anyone on the team! By the numbers year to date, he is Number 2 overall quarterback for NET PROFIT. And he’s improving himself too.
Here’s his report.
Below is my review of “Raving Fans” by Ken Blanchard and Sheldon Bowles
Generally speaking, this book is about an Area Manager that meets his Fairy Godmother “Charlie”…. Through a series of events, Charlie teaches the Area Manager the importance of creating Raving Fans using his 3 step sales process. During each step of the process, Charlie takes the Area Manager to a different business that illustrates the point he is trying to make. At the end of the book Charlie explains how each step ties together to create Raving Fans. As we dig deeper into Charlie’s sales process, you will begin to see how it fits with what we do at Drexel.
Step 1 – Decide What You Want… Charlie explained this in the book as, creating the perfect vision of your business or sales process centered around the customer experience. This vision will become the foundation of your business and help define the parameters for which you will operate. It also allows you to determine which customers fit your criteria.
Step 2 – Decide What the Customer Wants… What is the customer’s vision of, “the perfect experience”? If you don’t know what the customer wants, you will never know if you can align their vision with yours. How do we figure out what the customer wants? We ask questions, dig deeper, and LISTEN…, to find out what is important to them. Keep in mind that the customer is not always going to be completely transparent, we must learn what the key indicators/responses are and what they mean. Interestingly enough, not all businesses and customers’ visions are compatible… which is OK. If their vision is drastically different from ours, we will never be able to consistently deliver on their expectations.
Step 3 – Deliver Plus One… This is the process of setting expectations and being consistent. DON’T over-promise!!! You have to meet the customer’s expectations before you can exceed them. Once you have determined that your vision and the customer’s vision align, DELIVER on your promises consistently and get 1% better every day.
For us at Drexel, this process is at work every day and constantly evolving. Our perfect vision changes just a little bit with every step forward and so do the customers. It is our job to stay ahead of an ever-changing industry/society and deliver what we promise. We must never stop improving!… Understanding that and embracing it is the key!!
My Top 4 Quotes From the Book!!
“Success comes to those, and only those, who are obsessed with looking after customers.”
“Goods aren’t sold, product and services are bought.”
“If you get up in the morning expecting to have a bad day, you’ll rarely disappoint yourself.”
“Don’t be a duck. Be an eagle. Ducks quack and complain. Eagles soar above the crowd.”
Thanks,
Clint Patton
Drexel Building Supply|Berlin
Quarterback
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GO!
JOEL
BONUS CONTENT:
You want videos or podcasts?
My two favorites this week:
This one has vulgar language, it’s a podcast (you listen to this):
This one is God-driven:
Joel Fleischman's Blog 