2017 RD Opening Keynote - Stop the selling, Start helping clients to buy
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The 2017 Opening Keynote during #RDSummit. In this keynote I provide the four of the key moments that matter most, assisting the client to buy (not selling). Focus on these points and double your sales!
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2017 RD Opening Keynote - Stop the selling, Start helping clients to buy
- 1. IGNORED BE SO GOOD YOU CANNOT BE
- 3. 10 Smaller deal sizes Price of perpetual software
- 4. 365 30 days Faster then ever before
- 6. HATEBEING SOLD P E O P L E BUT SOMETHING HAS NOT CHANGED
- 7. LOVE P E O P L E T O B U Y
- 8. SIMPLE
- 9. 7 COLORS IN A RAINBOW
- 11. 12NOTES on a scale
- 12. ED SHEERAN Have you heard what can do with 12 notes?
- 13. MOMENTS CAN WE SIMPLIFY SALES TO A FEW KEY
- 15. AWARENESS EDUCATION SELECTION USEONBOARD GROW KEY MOMENTS COMMIT
- 16. USE GROW MOMENTS THAT MATTER 1 2 3 5 6 7 COMMIT 4
- 17. USE GROW TODAY’S FOCUS ACQUISITION 1 2 3 5 6 7 COMMIT 4
- 18. FIT PAIN1 RELEVANCE Want a 15m meet? Share an insight!
- 19. FIT1 Olá <<Fulano>>, Verifiquei no seu LinkedIn que você é <<cargo>> na <<empresa>>. Ajudamos muitas empresas, como por exemplo <<cliente A e B>>. Eles obtiveram um incremento na receita de 120% e redução de custos de 50%. Acredito que possamos fazer o mesmo por vocês. Você tem 15 minutos para uma conversa? Atenciosamente, <<meu nome>>
- 22. MQL SQL COMMIT 1 2 3 5 6 74 KEY MOMENT CONVERSATION
- 23. Tone of voice Ask questions Listen actively Keep notes Elaborate Repeat what you heard PITCHCONVERSATION2
- 25. PROSPECT MQL SQL COMMIT KEY MOMENT DIAGNOSE 1 2 3 5 6 74
- 27. Critical Event WHAT TO DIAGNOSE3 CEIImpact “Para quando você precisa disto?” “O que acontece se voce perder esta data?”
- 28. Abertura Setup Agenda S P 3 Resumo Demo Próximos Passos Progresso da Conversa Engajamento Questões dor Questões situação rd referências ain ituation HOW TO DIAGNOSE3
- 31. MQL SQL COMMIT KEY MOMENT TRADE 1 2 5 6 73 4
- 33. HOW TO TRADE4 Johannes @ Liftoff
- 34. LEARN HOW TO TRADE4 NEGOTIATETRADE
- 36. THE IMPACT + 15% MRR/AR R SALES TEAM PERFORMANCE AVERAGE AMATEU R BEST IN CLASS + 30% - 15% BAS E CONVO TRADE DIAG NOSE PAIN
- 37. 28% 29% 30% 31% 32% AVERAGE 1,000 Prospects, ACV of R$1,000 ABOVE BELOW 8% 9% 10% 11% 12% 2:12 2:11 2:10 2:9 2:8 20% 15% 10% 5% 0% R$2,933 R$4,018 R$5,400 R$7,178 R$9,500 AMATEUR BEST x x x = THE COMPOUND IMPACT CONV O TRADE DIAG NOS E PAIN MRR
- 38. BEST PRACTICE BLUEPRINTS Framework NOT script! CONVO TRADE DIAG NOSE PAIN
- 41. Want to learn how to do this? Winning By Design Training Sao Paulo Brasil November 7 and 8 Contact: Renata@WinningByDesign.com
- 42. Oh… before I forget, one more thing
- 46. 99% of all the problems in the world come from miscommunication. Let’s solve the World’s Biggest Program
- 47. We are communication specialist! We help people communicate!
- 48. Thank YouRD Summit, Endeavor, Storm Ventures, and Astella Investementos,
Notas do Editor
- People hate being sold
- People hate being sold
- People hate being sold
- Now it s
- Now it s
- Now it s
- Now it s
- Now it s
- Now it s
- Now it s
- Now it s
- Now it s
- Now it s
- People hate being sold
- People hate being sold
- People hate being sold
- People hate being sold