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Third Box Thinking
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Third Box Thinking
The Shift
The Shift
91% Win Ratio
1
Identify need
9% Win Ratio
2
Investigate Options
Operating Reality
Being able to see problems and opportunities as they appear through the client's eyes.
O.R.
Okay?
Client Perspectives
10 %
Think sales reps add real value
Think sales reps are product-focused, not client solutions focused
70 %
Companies deserting their previous vendors who described them as "good" to "very good"
80 %
*RavenHouse International Survey, www.ravenhouseint.com
**SSS Consulting/Chally HR The client Selected World-Class Sales Excellence 10 Year Research Report, Executive Summary.
(2006). Retrieved June 30, 2010 from http://www.chally.com/8year-bm.htm
Focus
You cannot earn someone's trust or create value for them unless they perceive you to be acting in their best interest.
You cannot act in someone's best interest unless you are in their operating reality.
You cannot be in their operating reality unless you listen to understand, not listen to win.
You cannot listen to understand unless you are aware of and remove your biases and internal filter - and focus on solving your customer's problems.
Blockages
Blockages
Habit
Rhythm of Response
Time Pressure
Why is it important?
Trust is created by consistently demonstrating our core values.
Why?
Trust takes a long time to build, but a split second to lose.
Respect is gained when you take a stand on the things people know are right.
Third Box Thinking
An excerise in shifting perspective.