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•WHERE ARE WE ?
•WHERE DO WE WANT TO BE
Plumber Electrician
Carpenter
Butcher
Ooooooooooops?!
A word about the importance
of “prospecting” ………………
On January 10th, 1901, the
modern oil industry was
born on a barren hill in
southeastern Texas.
"Black Gold" erupted from
this well near Beaumont,
Texas to a height greater
than 150 feet. In the 9 days
before being brought under
control one million barrels of
oil had been .
Over 153,000,000 barrels of
oil had been produced from
the Spindletop fields by
1985.
When did the owner of
“Spindletop” begin to enjoy the
wealth of his oil ?
Salesmanship
Transport
Map
GPS – Travel Guide
Salesmanship
Key Characteristics?
Best Practice Model?
Salesmanship
Characteristics
Avoiding the C L I F F
Language Harmony
Assumptions:
Assume what you hear is false and try
to determine the person would make
such a ridiculous statement
OR
Answer confirmed
and documented? No
Yes
Next Question
What do you like
best about it? 2
Answer confirmed
and documented? No
Yes
Next Question
What improvements
would you like to see? 3
Answer confirmed
and documented? No
Yes
Next Question
What value would they
add ? 4
Answer confirmed
and documented? No
Yes
Next Question
When we discover a solution
that meets your requirements
who will be involved with you in
5
the final decision ?
Answer confirmed
and documented? No
Yes
Next Question
How do you do it now? REVIEW
What do you like best about it?