How to Use i Sell to GET THE

How to Use i. Sell to GET THE BEST CUSTOMERS Craig Elias Founder & Chief Catalyst.

Timing © COPYRIGHT Craig Elias 2002 - 2011

Selective Perception © COPYRIGHT Craig Elias 2002 – 2011

Take Action © COPYRIGHT Craig Elias 2002 – 2011

Craig Elias • Top sales performer • Trigger Event Selling™ • $1, 000 prize • Dadpreneur • Author © COPYRIGHT Craig Elias 2002 - 2011

Trigger Event Selling™ Book Top Sales Books of 2010 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 21 st Century, showing you how to … capitalize on the key moments that will bring you success in a busy, fastpaced 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. ” © COPYRIGHT Craig Elias 2002 - 2011

Before We Get Started. . . © COPYRIGHT Craig Elias 2002 - 2011

Who are the best prospects? © COPYRIGHT Craig Elias 2002 - 2011

The Best Prospects • Money • Authority • Influence © COPYRIGHT Craig Elias 2002 - 2011

The Silver Bullet in Sales Saying the right things, to the right people at EXACTLY the right time! © COPYRIGHT Craig Elias 2002 - 2011

Status Quo © COPYRIGHT Craig Elias 2002 - 2011

Searching For Alternatives © COPYRIGHT Craig Elias 2002 – 2011

Window of Dissatisfaction™ © COPYRIGHT Craig Elias 2002 - 2011

Window of Dissatisfaction™ Adam knows what he has does not meet his needs but he is too busy to start searching for alternatives © COPYRIGHT Craig Elias 2002 - 2011

Timing and Close Ratios Status. Quo 0% Window of Dissatisfaction 60 – 90%* Searching For Alternatives Purchase New Status Quo 16%** **Aberdeen Research: Lead Lifecycle Management: Building a Pipeline that Never Leaks, 2009 * Inner. Sell Survey of over 200 sales executives and sales people, 2003 © COPYRIGHT Craig Elias 2002 - 2011

Timing and The Best Customers • Loyal • Profitable • Testimonials & referrals © COPYRIGHT Craig Elias 2002 - 2011

Worksheet: Window of Dissatisfaction © COPYRIGHT Craig Elias 2002 - 2011

How To Know Status Quo Not Interested Don`t need it right now Window of Dissatisfaction™ Looking at that in a few months Call me back in November when well be looking © COPYRIGHT Craig Elias 2002 - 2011 Searching Alternatives Currently looking Send me a quote

Law of Diminishing Intent Window Of Dissatisfaction Status Quo Time © COPYRIGHT Craig Elias 2002 – 2011

What Triggers The Best Timing? © COPYRIGHT Craig Elias 2002 - 2011

Events NOT Circumstances? © COPYRIGHT Craig Elias 2002 - 2011

Timing and Trigger Events Status Quo Want Window of Dissatisfaction™ © COPYRIGHT Craig Elias 2002 - 2011

Want Trigger Event • Change fast • Change in vendors © COPYRIGHT Craig Elias 2002 - 2011

Adds One More Thing. . . © COPYRIGHT Craig Elias 2002 - 2011

Turns On Selective Perception © COPYRIGHT Craig Elias 2002 - 2011

Opens The Door © COPYRIGHT Craig Elias 2002 - 2011

The Domino Effect © COPYRIGHT Craig Elias 2002 - 2011

Timing and Trigger Events Window of Dissatisfaction™ Afford Searching for Alternatives © COPYRIGHT Craig Elias 2002 - 2011

Afford Trigger Events © COPYRIGHT Craig Elias 2002 - 2011

Timing and Trigger Events Searching for Alternatives Justify NEW! – Status Quo © COPYRIGHT Craig Elias 2002 - 2011

Worksheet: Personal Trigger Events When You Get Home • Try to identify the events that triggered you to buy • List any other items that come to mind and the events that triggered those purchases © COPYRIGHT Craig Elias 2002 - 2011

Won Sales Analysis™ What we see depends on what we look for -John Lubbock © COPYRIGHT Craig Elias 2002 - 2011

Won Sales Analysis™ 1. What event(s) lead up to this purchase? #1 2. When did these events happen? #3 Emotion 3. What made you choose us? 4. What can we do to make it easier to become our customer? #4 #2 Time © COPYRIGHT Craig Elias 2002 - 2011

Won Sales Analysis™ Every Time You Win an IDEAL CUSTOMER • Ask the primary contact the four big questions • Classify the opportunity using the check boxes and notes sections • Search for patterns in: ‒ Trigger Events ‒ Lead source ‒ Close ratio ‒ Deal size © COPYRIGHT Craig Elias 2002 - 2011

Questions ? © COPYRIGHT Craig Elias 2002 – 2011

The Opportunity • Less than 10% said a vendor proactively contacted them How was your first point of contact made? © COPYRIGHT Craig Elias 2002 - 2011

Trigger Event Qualifying™ © COPYRIGHT Craig Elias 2002 - 2011

Summary If you only remember three things about this session please remember: 1. Focus on your ideal customers 2. Look for Trigger Events 3. Conduct a Won Sales Analysis © COPYRIGHT Craig Elias 2002 - 2011

Objective #1 © COPYRIGHT Craig Elias 2002 - 2011

Objective #2 © COPYRIGHT Craig Elias 2002 - 2011

Objective #3 © COPYRIGHT Craig Elias 2002 - 2011

Taking Action What is the one thing you will do differently from today forward? © COPYRIGHT Craig Elias 2002 - 2011

Craig@Trigger. Event. Selling. com +1. 403. 874. 2998 Craig Elias Photograph by Ewan. Nicholson. ca