Be Different or be dead

1.

HAVE A STRATEGIC GAME PLAN…
You have a 24-month Strategic Game Plan developed by answering 3 questions:
— HOW BIG you want to be?
— WHO you intend to SERVE?
— HOW will you COMPETE and WIN?

 1    2    3    4    5

2.

BE THE ONLY ONE WHO DOES WHAT YOU DO…
You use The ONLY Statement to express your competitive advantage.

”We are The ONLY ones who..." clearly defines how you will deliver what your target customers CRAVE in a way no one else does.

 1    2    3    4    5

3.

SHUN BENCHMARKING AS A “TOOL OF SAMENESS”…
You don’t believe in benchmarking “Best Practices” as an innovation tool.

 1    2    3    4    5

4.

BUILD A FLAWLESS DELIVERY SYSTEM…
You place a high priority on Cleansing-The-Inside of your organization to improve the execution of your Strategic Game Plan.
Resources are focused on removing friction points in product delivery systems and increasing their viscosity.

 1    2    3    4    5

5.

BE AN AUDACIOUS LEADER…
— You have appointed a Strategy Hawk to lead the execution process and ensure people meet their strategy implementation commitments.
— You are a Line of Sight leader.
— You lead by Serving Around.
— You practice Fingerprint Leadership.

 1    2    3    4    5

6.

CREATE A CAREER ROADMAP LIKE NO ONE ELSE…
▪️You have a career plan that asks the questions:
— WHAT job?
— WHO can help?
—- HOW to WIN?
▪️You have a Personal Brand that clearly defines that you are The ONLY One who does what you do.
▪️You ask yourself The Magic Question when facing changing circumstances.
▪️You create don’t copy. You NEVER “Gargle Google”!
▪️Yipu look for opportunities to be visible and show how you are achieving what others CARE about.
▪️You have a mentor with an MBA - Masters in Business Achievement.
▪️Your modus operandi is to fail and learn.

 1    2    3    4    5

7.

ENABLE CUSTOMERS TO DO BUSINESS WITH YOU…
You have a Say YES! Culture

 1    2    3    4    5

8.

PLAY IN THE CRAVINGS SPACE: FEWER COMPETITORS; HIGHER PRICES…
You search for and gather Customer CRAVINGS

 1    2    3    4    5

9.

ADD VALUE AND CHARGE PREMIUM PRICES…
You do NOT play the price cutting game

 1    2    3    4    5

10.

DELIVER SOLUTIONS FOR WHAT PEOPLE CARE ABOUT…
Flogging products & services is forbidden

 1    2    3    4    5

11.

PREVENT CUSTOMERS FROM LEAVING…
Building Barriers to Customer Exit takes priority over trying to keep competitors out.

 1    2    3    4    5

12.

CREATE A SERVING STRATEGY…
You have developed a specific Customer Serving Strategy based on the principles of:
— delivering Core Service flawlessly and consistently, and
— creating memorable customer Service Experiences.
— having a Recovery Plan in place when service mistakes happen (and they will).

 1    2    3    4    5

13.

LOOK FOR PEOPLE WHO “LOVE” HUMANS…
Your Serving Culture “Hires for Goosebumps”.

 1    2    3    4    5

14.

SET POLICY TO ENABLE CUSTOMERS TO DO BUSINESS WITH YOU…
Dumb Rules that annoy customers are systematically removed from the organization.

 1    2    3    4    5

15.

TRY TO MINIMIZE CHANCES OF SCREWING UP…
You have a strategy to make your organization ”OOPS!-Proof”.

 1    2    3    4    5

16.

SURVIVAL AND SUCCESS DEPEND ON LONG TERM THINKING…
Sales people are incentivized to build long term customer relationships not to flog products.

 1    2    3    4    5

17.

SALES MANAGERS HAVE A STRATEGIC PURPOSE…
Successful Sales Managers don’t manage, they do these things…

 1    2    3    4    5

18.

CUSTOMER LOYALTY CAN BE INCREASED AFTER A SERVICE MISTAKE…
Service nightmares are transformed into sales wins.

 1    2    3    4    5

19.

LOSING A SALE CAN BUILD MORE BUSINESS…
Salespeople are actually encouraged to lose a sale.

 1    2    3    4    5

20.

GREAT SALES PEOPLE HAVE CUSTOMERS WHO ARE “ADDICTED” TO THEM…
Sales has a Customer Addiction Plan.

 1    2    3    4    5