how to get prospects to choose you jeb blount & craig elias
TRANSCRIPT
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How to
GET PROSPECTS TO CHOOSE YOU
Jeb Blount & Craig Elias
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Agenda
• What decision makers buy
• Building trusted relationships
• The power of Trigger Events
• How to be proactive
• Technologies to use
• Q&A
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Jeb Blount
• CEO of SalesGravy.com: The most visited sales career website on the planet
• Sales Guy Podcast:Most downloaded sales podcast in iTunes history
• Best Selling Author: People Buy You, Business Expert Guide to Small Business Success, 7 Rules for Outselling the Recession, Power Principles
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Jeb’s BookJeffrey Gitomer (Sales Bible)"People Buy You is not just a self-evident truth, it's your opportunity to discover why and how. Jeb Blount has written an easy-to-understand and easy-to-apply set of principles and actions that can help you earn more the minute you read them."
Jill Konrath (Snap Selling)“Jeb Blount nails it in People Buy You. When you turn yourself into the competitive differentiator, you're unstoppable."
Dan Schawbel (Me 2.0)"People Buy You should be required reading for any professional who wants to sell more, sell faster, and build a powerful brand that people talk about and refer others to"
Brian Tracy (Psychology of Selling)“"Jeb Blount has written a practical, powerful book that will help any sales professional make more sales than ever before."
#1 Sales Book
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Craig Elias
• Top sales performer
• Trigger Event Selling™
• $1,000,000 prize
• Dadpreneur
• Author
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Craig’s Book
Steven M.R. Covey“… simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers.”
Keith Ferrazzi“By combining the power of relationships with timing – what Elias and Shanto call “Trigger Events” – the authors present a powerful sales strategy…”
Ivan Misner“Elias and Shanto have brought referrals into the 21st Century, showing you how to … capitalize on the key moments that will bring you success in a busy, fast-paced world. This is a must read!”
Gerhard Gschwandtner“This process is destined to expand the traditional division of the sales team into hunters and farmers by adding a new category: the trapper.”
Top SalesBooks of 2010
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What is your most Powerful Competitive Advantage?
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People don’t buy products, services, price, marketing, advertising or
companies…
Are these things important? Yes
However, when all things are equal - and they usually are…
People Buy YOU!
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People Buy YOU!
51
Connecting and Closing/ Relationships and Retention
10
Flipping and Flapping/ Appear and Apologize
Crush Your Competition
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Building Trusted Relationships
Be Likeable Connect Solve Problems
Go the Extra Mile
Create Positive
Emotional Experiences
People Buy You Strategies
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Building Trusted Relationships
• Manage “Brand You” • Smile• Be polite and respectful• Have a positive attitude• Be confident • Check your appearance
Be Likeable
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Building Trusted Relationships
• Ask questions • Listen deeply and demonstrate empathy• Find commonality• Compliment• Remember names, dates, events • Check your body language
Connect
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Building Trusted Relationships
Solve Problems
• Follow the sales process• Ask “Do”, “Concern”, and “Worry” questions • Listen deeply and look for clues• Remember WIFM• Stay true to your values• Avoid debates
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Selling Paradigm #2
People buy based on
Emotion
They justify their decision with logic after the fact!
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Emotional Favorite™
• People do more business with, and refer more often their Emotional Favorite
• The ‘go to’ person that decision makers:– Know, like, trust…and want to see succeed!– Believe deserve their business because they
have earned it!
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The Research
Over 90% of customers state they would like their sales person to be more of a resource to them.
Yes No
31%
69%
Company representatives understand my needs and are not just trying to sell me their product.
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Get Called At The Best Time
More Likely To B
uy
Less
Lik
ely
to B
uy F
rom
You
Your time is wasted when youget called too late
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Selling Paradigm #1
Getting in front of the right personat EXACTLY the right time!
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Status Quo
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Searching For Alternatives
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Window of Dissatisfaction™
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Timing and Close Ratios
StatusQuo
Searching ForAlternatives
Purchase
New Status Quo
Window ofDissatisfaction
0%
60 – 90%*
16%**
**Aberdeen Research: Lead Lifecycle Management: Building a Pipeline that Never Leaks, 2009* InnerSell Survey of over 200 sales executives and sales people, 2003
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Timing and The Best Customers
• Loyal• Profitable• Testimonials & referrals
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What Triggers Timing
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Events NOT Changes in Circumstance
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Timing and Trigger Events
Want
StatusQuo
Window ofDissatisfaction
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Want Trigger Events
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A Want Trigger Event ...
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A Want Trigger Event ...
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Selective Perception
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Selective Perception
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Timing and Trigger Events
AffordSearching ForAlternatives
Window ofDissatisfaction
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Afford Trigger Events
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Timing and Trigger Events
Justify
Searching ForAlternatives
Purchase
New Status Quo
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Justify Trigger Events
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The BIG Opportunity
Less than 10% said a vendor proactively contacted them
Add technology to the mix to call decision makers at EXACTLY the right time
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The Power of Technology
Window ofDissatisfaction
Reach decision makers just after a Trigger Event shifts them into the Window Of Dissatisfaction
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Technology Options
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Seven Challenges
1. Lag time
2. Lost productivity
3. Lack of relevance
4. Lack of actionability
5. Information overload
6. Lack of completeness
7. Limited ability to customize
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iSell: One Source For …
• Monitoring over 300,000 company web sites
• Integrating 2,600 real time news sources
• Incorporating LinkedIn updates
• Custom sales triggers
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Executive Changes in iSell
Automatically prioritized in
your prospect list
Monitor executive pages
of corporate websites
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Executive Changes Via LinkedIn
Profile updates often signal achange in company or title
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Custom Sales Triggers
Find the EXACT opportunities you want
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Step 1: Define Your Targets
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Step 1a: Define Your Targets
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Step 2: Select Contact Types
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Step 3: Select Trigger Types
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What Trigger Alerts Look Like
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Step 1: Know What’s Going On
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Step 2: Know What To Say
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Step 3: Know Who to Say It To
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Be Likeable Connect Solve Problems
Go the Extra Mile
Create Positive
Emotional Experiences
People Buy You Strategies
Jeb’s Final Words of Wisdom
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Craig’s Final Words of Wisdom
•No Trigger Event
• “Not interested”
•Build a relationship
• Recent Want Trigger Event
• “Looking in a few months”
• Create new Status Quo
•Recent Afford Trigger Event
• “Send me a quote”
•Become #1 alternative
Window of Dissatisfaction™
SearchingAlternatives
StatusQuo
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iSell Trial
• Companies selected based on your specific target markets
• Contacts based on who is your key buyer – powered by millions of direct dial numbers and emails
• Timeliness prioritized by relevant sales triggers and how well they fit your sweet spot
• Key Issues highlighted through rich information about your target companies and prospects
FREE TRIAL: www.OneSource.com/iSell
First 25 Respondents Get Extended Trial of
iSell. Phone Only!866.325.8143
The hottest opportunities prioritized by what’s most valuable to you…
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Q & A
Jeb Blount• +1 (706) 986-9330
• SalesGravy.com/JebsBlog
• Linkedin.com/in/JebBlount
Craig Elias• +1.403.874.2998
• TriggerEventBlog.com
• LinkedIn.com/in/CraigElias
OneSource• +1.978.318.4300
• OneSource.com/iSell
• Linkedin.com/company/7540
Resources• SalesGravy.com
• TriggerBook.com
• PeopleBuyYou.com
• OneSource.com/iSell
• EmotionalFavorite.com