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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Sep 27, 2016

Craig Elias, Chief Catalyst of SHiFT! Selling, Inc., and co-author of the book SHiFT! Selling joins me today on Accelerate! In this episode Craig and I discuss the ABC’s of the trigger events that drive sales. Craig also sheds light on a variety of unique sales triggers that can lead to new prospects. Be sure to listen today!

 

KEY TAKEAWAYS

[02:24] Because many of his early customers were across the country, Craig learned quickly to leverage the power of channels.

[05:00] Craig defines what he calls the “window of dissatisfaction” that can lead to new sales opportunities

[06:50] What are the triggers events that can lead companies to change vendors?

[07:15] Is there a problem with challenging your prospects’ status quo ?

[09:30] What’s the difference between persistence and just pushing harder?

[10:36] One common trigger is risk-aversion. But seldom considered is legislation. As soon as someone has to change, they will.

[11:25] Craig shares research that found that 28% of all vendor changes are triggered by a change in account manager.

[12:34] Decisions are primarily driven by emotion, and product often comes in second.

[14:15] Many people aren’t looking for you to give an immediate solution, but they do want to know when one is coming.

[15:30] Who are the “doers” in sales, and what makes them excel?

[17:25] How you can develop intimacy with clients without taking them out mountain biking.

[19:30] People are still people. Don’t be afraid to ask a prospect what they did over the weekend!

[20:40] Craig shares the ABC’s of trigger events: Awareness, Bad Experience, and Change.

[28:00] If you phone somebody or leave a voicemail, you need to have a 7-second sell. What does Craig mean by a 7-second sell?

 

MORE ABOUT CRAIG ELIAS

What’s your most powerful sales attribute?
My ability to make whatever I sell relevant to the other person to make them want it.

Who is your sales role model?
Steve Jobs and Nelson Mandela.

What’s one book that every salesperson should read?
Chapter 4 in Spin Selling, pages 65-95. Never Be Closing by Tim Hurson and Tim Dunne.

What music is on your playlist right now?

Let It Be, The Beatles.

CONTACT CRAIG ELIAS

Website: https://www.linkedin.com/in/craigelias

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