Photograph by EwanNicholson.ca. TriggerEventSelling.com Trigger Event Book Steven M.R. Covey “…...
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Transcript of Photograph by EwanNicholson.ca. TriggerEventSelling.com Trigger Event Book Steven M.R. Covey “…...
Photograph by EwanNicholson.ca
TriggerEventSelling.com
Trigger Event Book
Steven M.R. Covey“… simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers.”
Keith Ferrazzi“By combining the power of relationships with timing – what Elias and Shanto call “Trigger Events” – the authors present a powerful sales strategy…”
Jonathan Farrington"Trigger Events" have now become a significant part of our daily sales vocabulary, thanks in no small measure to this refreshingly original book - simply quite brilliant ..."
Gerhard Gschwandtner“This process is destined to expand the traditional division of the sales team into hunters and farmers by adding a new category: the trapper.”
Top SalesBooks of 2010
TriggerEventSelling.com
Status Quo
© COPYRIGHT Craig Elias 2002 – 2011
Searching For Alternatives
TriggerEventSelling.com
Window of Dissatisfaction™
TriggerEventSelling.com
Timing & Close Ratios
SearchingFor
Alternatives
StatusQuo
Windowof
Dissatisfaction™
0%
16%**75%*
**Aberdeen Research: Lead Lifecycle Management: Building a Pipeline that Never Leaks, 2009
* InnerSell Survey of over 200 sales executives and sales people, 2003
TriggerEventSelling.com
Timing and The Best Customers
• Loyal• Profitable• Testimonials & referrals
TriggerEventSelling.com
What Triggers The Best Timing?
TriggerEventSelling.com
Event NOT Circumstances
TriggerEventSelling.com
SearchingFor
Alternatives
StatusQuo
Windowof
Dissatisfaction™
Timing and Trigger Events
Want
Afford
Justify
TriggerEventSelling.com
• Less than 10% said a vendor proactively contacted them
How was your first point of contact made?
The Opportunity
TriggerEventSelling.com
Want Trigger Event
TriggerEventSelling.com
Adds One More Thing...
TriggerEventSelling.com
Turns On Selective Perception
TriggerEventSelling.com
Trigger Event Marketing™
TriggerEventSelling.com
Opens The Door
TriggerEventSelling.com
The Domino Effect
TriggerEventSelling.com
Afford Trigger Events
TriggerEventSelling.com
Ready to buy IS TOO LATE!
“70% of the buying
decision is made
before a sales
person gets
Involved”Eric Berridge, Cofounder of Bluewolf at Sales 2.0 Conference – San Francisco March 2011
TriggerEventSelling.com
Justify Trigger Events
TriggerEventSelling.com
Won Sales Analysis™
What we seedepends on what
we look for-John Lubbock
TriggerEventSelling.com
WonSalesAnalysis.com
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?
TriggerEventSelling.com
How to Learn of Trigger Events
