how to get prospects to choose you jeb blount & craig elias

How to

GET PROSPECTS TO CHOOSE YOU

Jeb Blount & Craig Elias

Agenda

• What decision makers buy

• Building trusted relationships

• The power of Trigger Events

• How to be proactive

• Technologies to use

• Q&A

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

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

Craig Elias

• Top sales performer

• Trigger Event Selling™

• $1,000,000 prize

• Dadpreneur

• Author

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

What is your most Powerful Competitive Advantage?

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!

People Buy YOU!

51

Connecting and Closing/ Relationships and Retention

10

Flipping and Flapping/ Appear and Apologize

Crush Your Competition

Building Trusted Relationships

Be Likeable Connect Solve Problems

Go the Extra Mile

Create Positive

Emotional Experiences

People Buy You Strategies

Building Trusted Relationships

• Manage “Brand You” • Smile• Be polite and respectful• Have a positive attitude• Be confident • Check your appearance

Be Likeable

Building Trusted Relationships

• Ask questions • Listen deeply and demonstrate empathy• Find commonality• Compliment• Remember names, dates, events • Check your body language

Connect

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

Selling Paradigm #2

People buy based on

Emotion

They justify their decision with logic after the fact!

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!

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.

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

Selling Paradigm #1

Getting in front of the right personat EXACTLY the right time!

Status Quo

Searching For Alternatives

Window of Dissatisfaction™

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

Timing and The Best Customers

• Loyal• Profitable• Testimonials & referrals

What Triggers Timing

Events NOT Changes in Circumstance

Timing and Trigger Events

Want

StatusQuo

Window ofDissatisfaction

Want Trigger Events

A Want Trigger Event ...

A Want Trigger Event ...

Selective Perception

Selective Perception

Timing and Trigger Events

AffordSearching ForAlternatives

Window ofDissatisfaction

Afford Trigger Events

Timing and Trigger Events

Justify

Searching ForAlternatives

Purchase

New Status Quo

Justify Trigger Events

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

The Power of Technology

Window ofDissatisfaction

Reach decision makers just after a Trigger Event shifts them into the Window Of Dissatisfaction

Technology Options

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

iSell: One Source For …

• Monitoring over 300,000 company web sites

• Integrating 2,600 real time news sources

• Incorporating LinkedIn updates

• Custom sales triggers

Executive Changes in iSell

Automatically prioritized in

your prospect list

Monitor executive pages

of corporate websites

Executive Changes Via LinkedIn

Profile updates often signal achange in company or title

Custom Sales Triggers

Find the EXACT opportunities you want

Step 1: Define Your Targets

Step 1a: Define Your Targets

Step 2: Select Contact Types

Step 3: Select Trigger Types

What Trigger Alerts Look Like

Step 1: Know What’s Going On

Step 2: Know What To Say

Step 3: Know Who to Say It To

Be Likeable Connect Solve Problems

Go the Extra Mile

Create Positive

Emotional Experiences

People Buy You Strategies

Jeb’s Final Words of Wisdom

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

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…

Q & A

Jeb Blount• +1 (706) 986-9330

• Jeb@SalesGravy.com

• SalesGravy.com/JebsBlog

• Linkedin.com/in/JebBlount

Craig Elias• +1.403.874.2998

• TriggerEventBlog.com

• Craig.Elias@ShiftSelling.com

• LinkedIn.com/in/CraigElias

OneSource• +1.978.318.4300

• OneSource.com/iSell

• Sales@OneSource.com

• Linkedin.com/company/7540

Resources• SalesGravy.com

• TriggerBook.com

• PeopleBuyYou.com

• OneSource.com/iSell

• EmotionalFavorite.com