Craig Elias, Trigger Event Selling™ - iSell UK Product Launch

Close More Sales By 'Seeing' the Window of Dissatisfaction

Photograph by EwanNicholson.ca

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TriggerEventSelling.com

Trigger Event BookSteven 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 FerrazziBy 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 GschwandtnerThis 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

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Status Quo

Copyright 2002 - 2007

COPYRIGHT Craig Elias 2002 2011

Searching For Alternatives


Window of Dissatisfaction


Timing & Close Ratios0%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

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Timing and The Best CustomersLoyalProfitableTestimonials & referrals


What Triggers The Best Timing?

*What is the best timingWhat triggers the best timingFind the best timing triggers for what you sellWhat to do when you have timing


Event NOT Circumstances

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Timing and Trigger EventsWantAffordJustify


Less than 10% said a vendor proactively contacted them

How was your first point of contact made?The Opportunity


Want Trigger Event

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Adds One More Thing...

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Turns On Selective Perception

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Trigger Event Marketing

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Opens The Door

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The Domino Effect


Afford Trigger Events

McKinsey Quarterly May 2010

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Ready to buy IS TOO LATE!

70% of the buyingdecision is made before a sales person gets Involved

Eric Berridge, Cofounder of Bluewolf at Sales 2.0 Conference San Francisco March 2011


Justify Trigger Events

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Won Sales Analysis

What we seedepends on what
we look for-John Lubbock


WonSalesAnalysis.comWhat event(s) lead up to this purchase?When did these events happen?What made you choose us?What can we do to make it easier to become our customer?


How to Learn of Trigger Events

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Photograph by EwanNicholson.ca

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Copyright 2002 - 2007

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*What is the best timingWhat triggers the best timingFind the best timing triggers for what you sellWhat to do when you have timing

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*McKinsey Quarterly May 2010

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Craig Elias, Trigger Event Selling™ - iSell UK Product Launch

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Transcript of Craig Elias, Trigger Event Selling™ - iSell UK Product Launch