ABOUT GAME PLAN Building relationships is essential in having a successful business. We are living in the "connection era" where there are a variety of ways to build relationships, but for some reason we feel we are more disconnected from each other than ever before. Barhorst uses real life examples, compelling facts and humor to teach life lessons and techniques for building lasting relationships that can last a lifetime. Warren Barhorst is an entertaining, straightforward, smart entrepreneur that has an impressive, rare ability to teach you how to make your business and business relationships successful. Barhorst was not the best athlete, but in 1988 he took down the Heisman Trophy Winner. He started his business career with practically nothing, and today he has built an empire of insurance agencies. He simply utilized and perfected his skills. This is not an insurance book. It's an engaging, challenging, inspiring and entertaining book that shows the importance of connecting with people on a deeper level can enhance your business. If you have a vision grow your business and relationships to a new level, Game Plan will take you there. The principles in this book- along with the continually updated and accompanying website www.gameplanbook.com - have been tested in the real world. These are more than theories; they are proven recipes for success. Following the step-by-step road map that Barhorst describes will take you beyond your wildest expectations. Some books are written to inform; this one is designed to transform you and your business to connect with others on a deeper level.
Game Plan
The Definitive Playbook for Selling in the Connection Culture
By Warren Barhorst, Rusty BursonAuthorHouse
Copyright © 2015 Warren Barhorst; Rusty Burson
All rights reserved.
ISBN: 978-1-5049-5319-1Contents
PREFACE, 1,
CHAPTER 1 IF BOTH TEAMS ADJUST AT HALFTIME ... THE TEAM THAT WANTS IT MORE ALWAYS WINS!, 10,
CHAPTER 2 WHY KNOWING YOUR CUSTOMER IS IMPORTANT, 20,
CHAPTER 3 CUSTOMER CONNECTION, 55,
CHAPTER 4 THE SECRET OF SALES SUCCESS IS GOING BACK TO THE BASICS ... WAY, WAY BACK!, 82,
CHAPTER 5 DISTINGUISHING YOURSELF AMONG CUSTOMERS IS NOT HARD; JUST SUCK A LITTLE BIT LESS, 106,
CHAPTER 6 FIND YOUR TRIBE, 129,
ACKNOWLEDGMENTS, 153,
ABOUT THE AUTHORS, 155,
CHAPTER 1
IF BOTH TEAMS ADJUST AT HALFTIME ... THE TEAM THAT WANTS IT MORE ALWAYS WINS!
The winner of a highly competitive football game is often determined by which team makes better halftime adjustments and evolves as the game goes along. The same is also true in today's highly competitive business world. Virtually every business starts out with the same blueprint in that it attempts to establish a strong foundation and to provide products and/or services in the most cost-efficient and effective ways. But those businesses that move to the top of their industry are often the ones who make the best adjustments as time, technology, and the competition changes. This book will help you to identify those changes and make the appropriate adjustments while also maintaining your focus on connecting to customers.
If you are seeking to dramatically grow your company, you should begin connecting more effectively with your current and prospective customers. If you want to put your business on the map – locally, regionally, nationally, or even internationally – and maintain prominence, even in difficult economic times, connectivity is critical. And if you are serious about increasing bottom-line profitability, the focus doesn't need to be solely on finances. If you spend the time, energy, and effort on developing a culture of connectivity within your business where you truly connect with your customers, the profits will inevitably follow. I guarantee it.
That may sound overly simplistic, but it's the absolute truth. From years of personal experience in building my own business and consulting for others in their business ventures, I am convinced that most business goals can be achieved by developing, nurturing, implementing, and growing a true connecting culture that permeates throughout every aspect of your organization. This is a culture in which your team works every day at building lasting relationships with your customers, vendors, and co-workers. Here's the catch: it's not as easy as it sounds. Nor is it a simple, one-step process. On the contrary, establishing an effective connecting culture is, in reality, a never-ending and constantly evolving progression that must be monitored and adjusted as necessary.
It takes time. It takes more effort than Joe Average typically wants to give. It requires a different mindset than most business owners currently possess. To connect – to truly connect – you are probably going to need to step out of the proverbial box and far outside of your current comfort zone. You must gather data from others, but it is ultimately up to you to take personal responsibility for instilling a commitment to continuing education within your organization.
The business world is just like the animal kingdom; if you don't adapt, you die. If you don't evolve with the times and adapt to technology, you cannot po
