Beyondvia the better way closing, progression, decision

September, 2015

The Better Way

The Better Way

Just say, “I want to grow.” Not just a little. But say, “I want to grow two to four times what I am right now.” That is a doable goal. Because of the number of questions that initially arise, the first step always seems the hardest step. Where to start? Should I focus on what is wrong and improve that? Should I focus on something new? Do I have the right people or support or resources? What happens if I mess up and we get worse? And all these questions lead to a potential negative scenario, so drop the questions and get them out of your mind. Instead, demand you get better. Yes, you can do it—easily! Simply focus on the basics and build on them, and you will easily reach this growth goal. The basics are the most important. You do not have to reengineer them, fire them, or dramatically change them. In fact, do not focus on reengineering or “re” anything—rather, focus on building. Just figure out what the basics are and add to them, invigorate them. We think the basics that allow you to dramatically grow are as simple as what you say to the customer (Better Closing and Better Communication), how you live with the customer (Better Progression), and how you make and improve your decisions (Better Decision Making and Better Online Operations). It’s that simple. This website gives an overview of the Better Way and the five Better step-by-step approaches that will allow you to dramatically grow and efficiently deliver to your customer base. Most companies focus on themselves and how they can better deliver to their customers. This is a good approach in a world where you ship products for customers to use and make all those supportive processes efficient. In today’s world, where customers want unique, highly differentiate solutions with high value, you must figure out how to fully integrate into you customer every second and be with them – or as I like to say, “to live with your customer’. Yes, you can have your personnel onsite at the customer site doing work side-by-side with customers, leading them.This could include accounting work, or it could be making sure your product or service fully integrates into theirs, or you could be training them, and so on. Or it could even include going with their product to their customer to ensure their customers...

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Better Online Operations

Better Online Operations

Machines can now talk to machines. Websites and ecommerce can talk to each other and share with social media and order products on many digital platforms. Online can talk to online. Real-time data can feed your operations system, your inventory system, your CRM system, your accounting system, and you can be fully linked and connected in your private or a public cloud. Everything can be digitally linked and connected…are YOU? Reach out to your customers and connect to their online systems and put your personnel on their site to ensure all is well and they know how to use all your features to the maximum potential. Customers do not naturally use your product or service to full advantage. If you link with them and do it for them, they will...

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Better Decision Making

Better Decision Making

We have seen with Better Closing and Better Progression and Better Communication how we can dramatically raise revenue. When you double your sales using the Better Way, you will need to dramatically improve your operations from the Decision Making standpoint and a real-time efficiency standpoint. As you grow sales so fast, you will need to keep up the pace with operations. To make Better Decisions using real-time information, we have a flexible “should-do, do, check” model that works for all company functions—from finance to accounting to operations to sales to marketing to executive KPI reporting. If you plan what you “should do,” and then go “do” it, you can easily “check” using real-time information how well you did compared to the “should-do.” So often we get stuck in doing the same things, in the same way over and over again. As we grow, we must use data to overcome being...

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Better Communication

Better Communication

Seeing is believing and buying. People normally do not buy something if they do not see it. You buy what you like – and “like” usually means you can see yourself using the product or service in your lifestyle. So show your product or service in various lifestyle settings for different types of customers. How do you show your product? —use imagery and send pictures to your customers and have a visual dialogue with your customers. Statistics show that comprehension and recall are doubled with images versus words. You can see how this is accomplished at visualtalking.com. Visuals are being used more and more in our everyday communication. So use your product visuals everyday in direct communication with your customers and let them talk with images back to you. In this sped up world, we can use Visual Talking communication at the fast speed that customers use, with all the visually dense information they need to make the buying decision. See the published article on how to use Better Communication and Better Closing together in the food...

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Better Progression

Better Progression

If you are only a cost to your customers’ business, you will eventually be negotiated to the lowest commodity cost possible, by your customer and your competitor’s unrelenting efforts. This commoditization easily happens with physical products for which they pay you, or simple services, which are easily duplicated by the competition.The way out of the commodity product cycle is to build a plan and a progression where your product becomes part of their product or service, so they involve you in their product planning process and real first product creations. In fact, we suggest you have full-time personnel at their location working with them to improve your product and theirs. This is called Better Progression. Once you are part of their product, you can even sell to their customers and they sell your product in theirs. You can tell if your company has progressed to this point if you have full-time people at your customer site, or you can see your product at their customers’ site, whether in their product or yours with...

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