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