THE NOW FACTOR
WHAT IS IT? WHY IS IT IMPORTANT AS AN AUTHORITY?
OBJECTIVES OF DISCOVERING THE NOW FACTOR
The objective of an AUTHORITY is to discover the NOW Factor, and to Look Ahead. What is changing? Understand change. Welcome change. Be inspired by change. Be relevant. Be competitive.
An AUTHORITY that knows what is happening NOW leads to being a CENTER OF INFLUENCE.
An AUTHORITY is always respected when knowledge about NOW is real and not obvious or generally known.
Armed with knowledge about NOW, an AUTHORITY is able to open doors.
WHAT IS THE NOW FACTOR?
In every business there is something happening NOW that makes it vital to take action NOW. Making a decision about the NOW factor is usually time sensitive. Taking an action NOW will produce a positive result. Delaying usually produces a negative result.
DISCOVERING THE NOW
Early identification of opportunities and threats can not come from statistical analysis. By the time an event or statistic has been calculated, it is already too late.
The NOW is discovered by listening and asking questions.
What is it now?
What was it then?
How is it changing?
Why is it changing?
For example: ???
An AUTHORITY asks these questions regularly in order to bring trends to the surface. Collectively, these questions will bring to the surface any hidden opportunities and threats.
In order to be competitive, effective, and sell in volume, a company needs to determine the NOW factor. Companies rely on AUTHORITIES for this time sensitive knowledge.
Identifying knowledge, and having insights about NOW, leads to solutions, which are often consultative.
Always ask Questions. Ask “why” three times.
• First. You get information.
• Second. You get knowledge
• Third. You get understanding and insight.
If you ask questions, you will get a lot of useful information. When you know it all, and you stop asking questions, you stop getting information; and, you slide down the DUMMY CURVE.
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REMEMBER
▪︎ Know the Customer's Customer ....better than the Customer does.
▪︎ Discover the NOW. Get the Facts from the field, not hearsay, and verify.
▪︎ Sell the idea not the evidence.
▪︎ Write proposals for big ideas.
▪︎ Use three forms of evidence.
▪︎ State your unique value that is _ESSENTIAL_ to the success of the idea.
▪︎ Deliver what you promise.
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Discover the NOW
ACHIEVE RECOGNITION AS AN AUTHORITY BY DISCOVERING THE NOW FACTOR
By "AUTHORITY" we mean the collection of every bit of fact, knowledge, digesting it, and ultimately being able to interpret and communicate that information, knowledge, and insights in such a way that it CREATES VALUE for those who can benefit. AUTHORITIES are able to show that their position has CREATED VALUE for others who have acted on their recommendations and ability to identify trends.
It requires research and insight.
You need to know where to look for direct information and facts.
You need to know where to look for indirect information and facts. What things indirectly impact a possible outcome or trend.
You need to meet with people who are leaders and other authorities in the area to ask questions.
WHY IS IT IMPORTANT?
People would rather do business with someone who knows what they are talking about and has vested themselves in a topic.
HOW DO YOU BECOME A RECOGNIZED AUTHORITY?
Compile lists.
Do original research.
Publish articles in professional journals.
Be a Speaker at meetings?
How do you maximize your position as an Authority?
Mentor.
Selling as an Authority
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Discovering the NOW
In order to sell in volume, a vendor needs to determine the NOW factor.