12:54PM We’re live from the beautiful Hyatt at Olive 8 in Seattle, and the doors to the Main Ballroom are just about to open for the first keynote of the day from PipelineDeals’ own JP Werlin. If you weren’t able to make it to the conference, we’ll be bringing you the action live here as well as on Twitter.
1:05 Here we go! JP Werlin on the genesis of Accelerate Sales: “Create something of value, others will join.”
1:12 Four objectives for Accelerate Sales attendees: Learn, challenge yourself, engage, and be high energy.
1:19 Accelerate Sales attendees answer: “What is the primary thing you do as a sales person?” “Energy and enthusiasm.” “Learn something new.”
1:20 JP answers: “We keep reinventing sales, repackaging & selling it back to ourselves. The way we talk has changed, but that we DO talk has not.”
1:22 “Interactions are conversations…having a timely, quick conversation is critical. Conversations are the currency of the sales person.”
1:24 “Be willing to have new conversations. I hope, out of #AccelerateSales, that you go out and have new conversations.”
1:26 “Don’t reinvent the wheel. But take pieces from all these different wheels…and build a better wheel.”
1:27 Craig Elias is now taking the stage.
1:30 Craig has three lessons for us: timing, selective perception, and take a jump.
1:37 Three buying modes:
- Status Quo: Not looking for change
- Searching for Alternatives: Actively seeking change
- Window of Dissatisfaction: Those who are unhappy with the status quo but not doing anything to change it yet. These are the people you need to find.
1:46 “Just because someone wants to change and can afford to change does not mean that they do!” Sometimes, Craig says, you have to convince someone else that change is the right choice.
1:51 The ABC’s of trigger events: Awareness, Bad Experience, Change.
1:52 Change in personnel creates a domino effect and creates four opportunities: Where did the original person go? Who did they replace? Who replaced them? Where did the replacement come from? Finding the answers to these questions creates more leads.
2:00 Identify your best wins. These are the deals you want to duplicate. People focus on their losses instead of their wins – once you find those deals, find out:
- What events lead up to this purchase?
- When did these events happen?
- What made you choose us? (Why questions make people defensive)
- Listen – and focus on verbs. These are the reasons that people buy.
- What can we do to make it easier to become our customer?
2:04 Ray Kroc, founder of McDonald’s, said, “The two most important requirements for major success are: first, being in the right place at the right time, and second, doing something about it.” Make a commitment here and now to do something differently.
2:10 “If you want something, all you have to do is ask.”
2:13 Best practices for phone conversations: Find a way to say something in seven seconds or less. Don’t just say what you do, say what you can do for the customer. Loop another person in on the call so that you can prompt a conversation.