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Photograph by EwanNicholson.ca. Trigger Event Book. Top Sales Books of 2010. 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 - PowerPoint PPT Presentation
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Close More Sales By 'Seeing' the Window of Dissatisfaction
Photograph by EwanNicholson.ca0Trigger 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 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 2010TriggerEventSelling.com1Status Quo
TriggerEventSelling.com Copyright 2002 - 2007Searching For Alternatives
COPYRIGHT Craig Elias 2002 2011Window of Dissatisfaction
TriggerEventSelling.comTiming & 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, 2003TriggerEventSelling.com5Timing and The Best Customers
LoyalProfitableTestimonials & referralsTriggerEventSelling.comWhat Triggers The Best Timing?
TriggerEventSelling.com7What 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
TriggerEventSelling.com8Timing and Trigger EventsWantAffordJustifyTriggerEventSelling.com
Less than 10% said a vendor proactively contacted themHow was your first point of contact made?
The OpportunityTriggerEventSelling.comWant Trigger Event
TriggerEventSelling.com11Adds One More Thing...
TriggerEventSelling.com12Turns On Selective Perception
TriggerEventSelling.com13Trigger Event Marketing
TriggerEventSelling.com14Opens The Door
TriggerEventSelling.com15The Domino Effect
TriggerEventSelling.comAfford Trigger Events
TriggerEventSelling.comMcKinsey Quarterly May 2010
17Ready 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 2011TriggerEventSelling.comJustify Trigger Events
TriggerEventSelling.com19Won Sales Analysis
What we seedepends on whatwe look for-John LubbockTriggerEventSelling.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
TriggerEventSelling.com22
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Craig Elias
