1. 3 Ways to ELIMINATE THE PRICE OBJECTION Mark Hunter Craig Elias Steve Connolly

2. How to Eliminate the Price Objection 1.Sell high 2.Sell value 3.Minimize the risk

3. Mark’s Book Release Date: February, 2012 Amacom Press

4. C + C = C = O =P

6. 3 Steps to High Profit Selling

7. Who Are You Selling To?

8. Poll Question Who do you spend most of your time selling to? Executives Mid-level managers Buyers Users

9. What Are You Selling To?

10. Why are They Buying?

11. Value of Time

12. Maximizing Profit You cannot maximize profit until time and risk, or gain, can be quantified.

13. Price is NOT an Obstacle When… User –The defined objective is accomplished in a timely manner. Buyer –The ability to justify is greater than the pain. CEO –The strategic benefit is greater than the tactical cost.

14. Verifying Needs Must be verified at least 2x. Not a need until the customer says it is The quality of information the customer provides diminishes the closer the customer feels the salesperson is to trying to close the sale.

15. Maximize Profit by Narrowing the Target Profit RevenueExpenses ?? ?? ? ? ? ?? ??? Triangle of Needs

16. High Profit Quadrants Critical Low High Urgency Importance

17. Craig’s Book Endorsed by Steven M.R. Covey Keith Ferrazzi Ivan Misner Gerhard Gschwandtner Get to highly motivated decision makers at EXACTLY the right time the sale almost happens by itself. You’ve had timing happen before, this book will show you how to make it happen again, and again, and again. Top Sales Books of 2010

18. Status Quo

19. Searching For Alternatives

20. Window of Dissatisfaction™

21. Timing and Value © COPYRIGHT Craig Elias 2002 - 2011 Value Window of Dissatisfaction ™ Status Quo Searching for Alternatives

22. Timing and Risk Window of Dissatisfaction ™ Status Quo Searching for Alternatives The impact of switching now and something goes wrong The impact to business if nothing is done about it The impact of choosing the wrong supplier © COPYRIGHT Craig Elias 2002 - 2011

23. Timing and Close Ratios 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 Window of Dissatisfaction ™ Status Quo Searching for Alternatives © COPYRIGHT Craig Elias 2002 - 2011

24. The Wrong Timing “70% of the buying decision is already made… before a sales person gets involved” Eric Berridge, Cofounder of Bluewolf at Sales 2.0 Conference – San Francisco March 2011 © COPYRIGHT Craig Elias 2002 - 2011

25. The Right Timing Loyal Profitable Testimonials & referrals

26. The Silver Bullet in Sales TIMING Getting to the right person at EXACTLY the right time! © COPYRIGHT Craig Elias 2002 - 2011

27. Less than 10% said a vendor proactively contacted them How was your first point of contact made? Isn’t Everyone Doing It? © COPYRIGHT Craig Elias 2002 - 2011

28. What Triggers Change? © COPYRIGHT Craig Elias 2002 - 2011

29. Events NOT Circumstances

30. Timing and Trigger Events Searching for Alternatives Status Quo Window of Dissatisfaction ™ Afford Justify Want © COPYRIGHT Craig Elias 2002 - 2011

31. Want Trigger Event

32. Opens The Door...

33. Starts The Domino Effect

34. Focus On The Right People Money Authority Influence

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

36. Trigger Event Sources © COPYRIGHT Craig Elias 2002 - 2011

37. Poll Question What do you use to find opportunities? Social Media Google Alerts Information Service Provider Monitoring company web sites Other / None

38. 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

39. Prospecting Challenges PROSPECTING - Best Practices for New Business Acquisition By Anne E.P. Smith, Customer Information Manager and Seleste Lunsford, Senior Product Manager 2005

40. iSell: One Source To … Over 19m contacts and decision makers Integrate 2,600 real time news sources Incorporate LinkedIn updates

41. OneSource Sales Triggers http://sellingpower.typepad.com/gg/customer-relationships/

42. Using iSell In 4 Easy Steps (or “So easy a busy sales person can use it”)

43. 1. Define Your Targets

44. 2. Expand Contacts & Get Details

45. 3. Research the Prospect

46. 4. Make Your Call/Email Relevant

47. Mark’s Final Words of Wisdom Confidence Learn, Teach, Sell The worst time to think of what to say is when it is already leaving your mouth.

48. Craig’s Final Words of Wisdom Have A Relationship Plan © Craig Elias 2002 - 2011 64% 16% 4%

49. Craig’s Final Words of Wisdom © COPYRIGHT Craig Elias 2002 - 2011 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

50. 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/iSellwww.OneSource.com/iSell The hottest opportunities prioritized by what’s most valuable to you…

51. Q & A Mark Hunter +1.402.445.2110 TheSalesHunter.com Mark@TheSalesHunter.com Linkedin.com/in/MarkHunter 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 TriggerBook.com TheSalesHunter.com OneSource.com/iSell WonSalesAnalysis.com