Craig Elias, Trigger Event Sellingâ„¢ - iSell UK Product Launch

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Transcript of Craig Elias, Trigger Event Sellingâ„¢ - 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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TriggerEventSelling.com

Status Quo

Copyright 2002 - 2007

COPYRIGHT Craig Elias 2002 2011

Searching For Alternatives

TriggerEventSelling.com

Window of Dissatisfaction

TriggerEventSelling.com

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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TriggerEventSelling.com

Timing and The Best CustomersLoyalProfitableTestimonials & referrals

TriggerEventSelling.com

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

TriggerEventSelling.com

Event NOT Circumstances

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TriggerEventSelling.com

Timing and Trigger EventsWantAffordJustify

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

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TriggerEventSelling.com

Adds One More Thing...

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TriggerEventSelling.com

Turns On Selective Perception

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TriggerEventSelling.com

Trigger Event Marketing

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TriggerEventSelling.com

Opens The Door

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TriggerEventSelling.com

The Domino Effect

TriggerEventSelling.com

Afford Trigger Events

McKinsey Quarterly May 2010

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TriggerEventSelling.com

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

TriggerEventSelling.com

Justify Trigger Events

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TriggerEventSelling.com

Won Sales Analysis

What we seedepends on what
we look for-John Lubbock

TriggerEventSelling.com

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?

TriggerEventSelling.com

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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