trigger events the silver bullet in sales craig elias creator of trigger event selling ™

Trigger Events TheSILVER BULLET IN SALES

Craig EliasCreator of Trigger Event Selling™

TriggerEventSelling.com

Agenda

TriggerEventSelling.com

Agenda

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Take Action

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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…”

Ivan Misner“Elias and Shanto have brought referrals into the 21st Century, showing you how to … capitalize on the key moments that will bring you success in a busy, fast-paced world.  This is a must read!”

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

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Before We Get Started...

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Status Quo

© COPYRIGHT Craig Elias 2002 – 2011

Searching For Alternatives

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Window of Dissatisfaction™

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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

© Craig Elias 2002 - 2011

TriggerEventSelling.com

Timing and The Best Customers

• Loyal• Profitable• Testimonials & referrals

TriggerEventSelling.com

The Silver Bullet in Sales

Getting in front of the right personat EXACTLY the right time!

TriggerEventSelling.com

Event Vs. Circumstance?

TriggerEventSelling.com

SearchingFor

Alternatives

StatusQuo

Windowof

Dissatisfaction™

Timing and Trigger Events

Want

Afford

Justify

© Craig Elias 2002 - 2011

TriggerEventSelling.com

Want Trigger Event

TriggerEventSelling.com

The Domino Effect

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A Want Trigger Event ...

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Selective Perception

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A Trigger Event ...

www.TriggerEventSelling.com

TriggerEventSelling.com

• Less than 10% said a vendor proactively contacted them

How was your first point of contact made?

The Opportunity

TriggerEventSelling.com

Won Sales Analysis

What we seedepends on what

we look for-John Lubbock

© COPYRIGHT Craig Elias 2002 - 2010

7: Analyze New Wins

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Won Sales Analysis

1.What event(s) lead up to this purchase?

2.When did they happen?

3.What made you choose us?

4.What could we have done better?

www.TriggerEventSelling.com

© COPYRIGHT Craig Elias 2002 – 2011

Technology Options

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How to Learn of Trigger Events

© Craig Elias 2002 - 2011

TriggerEventSelling.com

iSell: One Source For …

• Monitoring over 300,000 company web sites

• Integrating 2,600 real time news sources

• Incorporating LinkedIn updates

• Custom sales triggers

Photograph by EwanNicholson.ca

Craig@TriggerEvent Selling.com

+1.403.874.2998

Craig Elias