Dew Point & Temperature: The Science and Technique Behind Making It Rain
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In science we learned that precipitation happens when there is more condensation than evaporation in the air. In fact, depending on the temperature that condensation could be in the form ICE, SNOW, FOG, or RAIN. This session is for those who want to know the secrets behind creating the conditions for rain at every stage of your sales process and eliminates your chances of failure and thus guaranteeing your success. We will review the Motives of a Rainmaker - The Mindset of the Rainmaker and the Methodology of a Rainmaker including tips and recommendations for moving your prospects from Ice, to Snow, from Snow to Fog and from Fog to RAIN!
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Dew Point & Temperature: The Science and Technique Behind Making It Rain
- 1. Dew Point & Temperature: The Science and Technique Behind Making It Rain Shawn Cook Chief Sales Officer Triblio @IMShawnSational Wifi Network: ICB_conf | Password: Rainmaker18
- 2. The Science and Technique Behind Making it Rain Shawn@Triblio.com, @IMShawnSational Shawn Matthew Cook , Chief Sales Officer, Triblio, Inc. Dew Point & Temperature
- 4. RELEVANCE ACTIVITY = CONVERSIONS = REVENUE
- 5. RELEVANCE-RAPPORT ACTIVITY – CONVERSIONS - REVENUE
- 13. STAKEHOLDERSINFLUENCERS SALES CYCLE DAYS – PUSHED STUCK & NO DECISION DEALS
- 14. Maybe we need MORE Technology LIVECONVERSATIONS/ RESPONSES/EMAILCLICKS EMAILS + CALLS COSTOFSALES
- 22. The Science and Technique Behind Making it for Rain Dew Point & Temperature Creating Conditions TEMPERATURE DEW POINT
- 23. AIRTEMPERATURE MOISTURE IN THE AIR
- 24. “You will get all you want in life if you help enough other people get what they want.” – Zig Ziglar What is RAIN?? AWARENESS PERFORMANCE
- 25. FLIP YOUR BRAIN TO MAKE IT RAINTHOUGHTS& APPROACH BUYER COMFORT – TRUST & DEPENDENCE
- 29. COMPELEVANT kəmˈpeliNG + ˈreləvənt evoking interest, attention, or admiration in a powerfully irresistible way; not able to be refuted; inspiring conviction; not able to be resisted. appropriate to the current time, period, or circumstances; of contemporary interest. TRUST BUYER WILLINGNESS TO ENGAGE
- 30. COMPELVANCE = CONVERSION = CONSISTENT ,PREDICTABLE, REPEATABLE, RAIN/REVENUE A New Formula for SUCCESS
- 31. Move OVER & Move UP!
- 33. 1. PURPOSE 2. POWER 3. PREPARATIO N 4. PROMISE 5. PROVISION 1. GOAL 2. GAME PLAN 3. GAUGES 4. GO (PROACTIVELY) 5. GIVE
- 34. 1.SKILLS2.PIPELINE3.RESULTS 1. TEAMWORK 2. INTEGRITY & ACCOUNTABILITY 3. ENTHUSIASM & OPTIMISM
- 35. RELATIONSHIP SALES PROCESS/CUSTOMER JOURNEY STAGE – F = FIND- ACCOUNT BASED BEHAVIORAL BASED STAGE – E + EXPLORE / BUSINESS BRIEFING & P.O.V DISCUSSION STAGE – C = CONSENUS CUSTOMR SUCCESS WORKSHOP PROPOSALREVIEW STAGE – D = DETERMINATION BENCHMARK REPORT BUSINESS CASE STAGE – BANKED – VERBAL AGREEMENT LEGAL & SECURITY REVIEW STAGE – A CLOSED WON
- 36. WHYUS? WHY NOW?
- 37. The Methodology of a Rainmaker “Eliminate my chance of Failure” LEARN THEM UNDERSTAND THEM KNOW THEIR NUMBERS HELP THEM BUY CHALLENGE THEM
- 38. MELTTHEICE LEAD “TO” NOT “WITH” STAGE – F = FIND- ACCOUNT BASED BEHAVIORAL BASED STAGE – A CLOSED WON 1. Focus ONLY on Accounts that are likely to buy from you. 2. Align w/Marketing to target stakeholders with Teaching Content 3. Score Field Completion for SDR rather than just activities and results. 4. Personalize Communications 5. Detect & Score KNOWN & UNKNOWN Behaviors
- 39. MELTTHEICE LEAD “TO” NOT “WITH” STAGE – F = FIND- ACCOUNT BASED BEHAVIORAL BASED STAGE – A CLOSED WON
- 40. ALIGNMENT AGREEMENT STAGE – F = FIND- ACCOUNT BASED BEHAVIORAL BASED STAGE – E + EXPLORE / BUSINESS BRIEFING & P.O.V DISCUSSION STAGE – A CLOSED WON 1. OVER PREPARE for prospect meetings. 2. STICK to your P.O.V (Why now? Why Us message? 3. Be the TOUR GUIDE! 4. Confirm & Conform 5. Identify your Stakeholder Profile ASSERTCONTROL
- 41. ALIGNMENT AGREEMENT STAGE – E + EXPLORE / BUSINESS BRIEFING & P.O.V DISCUSSION STAGE – A CLOSED WON ASSERTCONTROL
- 43. DECISIONMAKER CONFIDENCE STAKEHOLDER ACCESS STAGE – F = FIND- ACCOUNT BASED BEHAVIORAL BASED STAGE – E + EXPLORE / BUSINESS BRIEFING & P.O.V DISCUSSION STAGE –D = DETERMINATION BENCHMARK REPORT BUSINESS CASE STAGE – A CLOSED WON 1.Customize/Personalize 2. Initiate Conversations with other stakehoilders. 3. Introduce R.O.I & purchase criteria 4. Document Prospects Understanding of their Buying Process 5. Trigger Executive Support
- 44. TRUSTHISHIGH TRUST HIGH STAGE – F = FIND- ACCOUNT BASED BEHAVIORAL BASED STAGE – E + EXPLORE / BUSINESS BRIEFING & P.O.V DISCUSSION STAGE – C = CONSENUS CUSTOMR SUCCESS WORKSHOP PROPOSALREVIEWSTAGE – D = DETERMINATI ON BENCHMARK REPORT BUSINESS CASE STAGE – A CLOSED WON 1. Surface the realistic date by which the prospect would have an agreement in place. 2. Confirm Buying Criteria Weights & Scores 3. Introduce Customer Success to Review on-Boarding & Support Model 4. Zero in on exact purchase package details and quantities. 5. Proactively Seek out Obstacles to choosing you.
- 45. TRUSTHISHIGH TRUST HIGH STAGE – F = FIND- ACCOUNT BASED BEHAVIORAL BASED STAGE – E + EXPLORE / BUSINESS BRIEFING & P.O.V DISCUSSION STAGE – C = CONSENUS CUSTOMR SUCCESS WORKSHOP PROPOSALREVIEW STAGE – D = DETERMINATION BENCHMARK REPORT BUSINESS CASE STAGE – BANKED – VERBAL AGREEMENT LEGAL & SECURITY REVIEW 1. Locate the name of the agreement signer. 2. Solicit Possible Obstacles to timing & Signing 3. Initiate Discussions on pressing or immediate goals 4. Confirm Competition is OUT 5. Capture & Documents Reasons for Choosing You.
- 48. The Mindset of a Rainmaker “Eliminate my chance of Failure” BE! The Trusted Advisor Win MORE than You Lose (Lose Fast) #ABM, #ABS, #ABE #Proactively – Block Out the Competition Win Customers #FORLIFE!