24. Benefits: It is the “hole” not the drill - PDF ONLY

The Three Paradigms of Benefits - Resolution, Achievement, Result

As a business consultant, I often tell businesses that their customers/clients do not buy products or services. One does not buy a “drill”, they buy the “hole”; one does not buy a “bed”, they buy a “good night’s sleep”; one does not buy a “diamond ring”, they buy the “feelings” that will hopefully occur within yourself and within the “intended other”. Secondly, a “completed sale” is based upon disagreement not agreement. 

“You have been very helpful to me in seeing things that I normally would not have thought of, given I have been in this business for over 53 years I would not have thought that could happen. Yes I think we could …”.  W.T.

When you sell a pen for a dollar, the customer is saying that the pen is worth more than the dollar; on the other hand, you as the business owner are saying that the dollar is worth more than the pen. Your customers & clients want to receive value and benefits for their hard earned money.

“In the few short weeks that I have been working with Shawn Jackson he has shifted my thinking on how I can run my business more effectively and more successfully.  With this new way of thinking my business dreams don’t feel so far away.” E.V

 Part of the "benefit delivery process" is the seller convincing the buyer that they are getting more than their "money's worth" in the exchange. Your customers/clients want to receive value and benefits for their hard earned money.

 

What's included?

1 PDF
3.0
Shawn Jackson
Shawn Jackson
Senior Instructor

About the instructor

Shawn R. Jackson
Business Development Consultant

ShawnJackson @BusinessBlueprintSuccess.com

 

Mr. Jackson is a highly accomplished and results oriented Attorney & Instructor with over thirty years of broad-based sales/business development and marketing experience. He consistently receives excellent responses and results. His exceptional analytic, planning and organizational abilities coupled with excellent leadership, presentation and interpersonal skills and a dedicated work ethic creates an opportunity for businesses to grow and prosper.

 

BUSINESS DEVELOPMENT ATTORNEY - 18 Years

His experience includes consulting and transactional business development both in private practice and with various Community Chambers. His private practice includes business development and compliance issues for general corporations, close corporations and Limited Liability Companies. He has assisted multiple clients on legal formation, compliance and business structure, systemic development, strategic business growth and both National & International negotiations.

 Incorporation Startups including “C” Corps, “S” Corps & LLC’s

 Transactional Business Law, Intellectual Property, Contracts

 Contract Disputes, Real Estate Disputes

 Law and Business Development Center

 Alternative Dispute Resolution

 Empire Law School (cum laude)

 

BUSINESS OWNER - 38 Years

He has developed successful businesses for over 30 years with in-depth experience in manufacturing, retail and employee development skills. He is an astute, results-oriented leader with proven success in managing retail teams and achieving profitability within 90 days of the commencement of the venture.

 Owned & Operated Wholesale/Retail/Manufacturing Businesses since 1975.

 Developed Successful Business Teams

 Sales Training & Business Development for National Manufacturer

 Board of Directors: Rohnert Park Chamber of Commerce

"It is not often that I feel compelled to send a message of thanks to someone who has done a service for me, but I feel that you have really stepped up and gave more than what was expected throughout the process…. You were patient, compassionate, and professional. Thank you!"


 

BUSINESS DEVELOPMENT CONSULTANT - 28 Years

Mr. Jackson formulates and executes sales strategies, business plans, and marketing programs that are responsive to a rapidly-changing market. His efforts have focused on market expansion campaigns, product launches and account penetration. He has extensive expertise in consultative sales development and presentation of complex programs, products and solutions.

 

 Written, Designed and Implemented multiple Business Plans

 Instructor (Contracts, Business Organizations & Negotiation)

 Designed & Implemented multiple Systemic & Strategic Marketing Plans.

 Worked with the Target Corporation and Vendors for nationwide expansion.

 National and International Business Contract Development & Negotiation

 Worked with National Animal Rights Non-Profit Organization

 

NEGOTIATOR - 30 Years

Mr. Jackson has a demonstrated history of sound judgment and effective decision-making abilities with a distinction for managing high-level negotiations among senior management and achieving mutual and workable solutions to complex problems and profitable projects.

 

 Negotiated multiple Licensor/Licensee Contracts in the United States.

 Negotiated Contracts with Principals in South Africa, United Kingdom.

Hong Kong, Beijing, Belgium, Canada and the United Arab Emirates.

 Negotiated Intellectual Property Agreements with national companies

 

EXPERIENCED INSTRUCTOR - 20 Years

He consistently receives the highest marks from students and fellow instructors. He provides a dynamic and interactive class with substantial class participation. Mr. Jackson understands that students will absorb and apply more education when they can see it, hear it, feel it and speak it. He also understands that education is, in part, entertainment, so humor is an important part of teaching.

 

 Business Development Training (a 7 week course and a 12 week course)

 Workshop Instructor “Today’s Business Law”, “Negotiation Strategies for Success”, “Choosing your Legal Entity”

 Business Development Trainer; teaching entrepreneurs to be more successful.

shawnjackson@businessblueprintsuccess.com

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