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Trigger Events TheSILVER BULLET IN SALES
Craig EliasCreator of Trigger Event Selling™
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TriggerEventSelling.com
Agenda
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TriggerEventSelling.com
Agenda
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TriggerEventSelling.com
Take Action
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Photograph by EwanNicholson.ca
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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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TriggerEventSelling.com
Before We Get Started...
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TriggerEventSelling.com
Status Quo
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© COPYRIGHT Craig Elias 2002 – 2011
Searching For Alternatives
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TriggerEventSelling.com
Window of Dissatisfaction™
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TriggerEventSelling.com
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
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TriggerEventSelling.com
Timing and The Best Customers
• Loyal• Profitable• Testimonials & referrals
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TriggerEventSelling.com
The Silver Bullet in Sales
Getting in front of the right personat EXACTLY the right time!
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TriggerEventSelling.com
Event Vs. Circumstance?
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TriggerEventSelling.com
SearchingFor
Alternatives
StatusQuo
Windowof
Dissatisfaction™
Timing and Trigger Events
Want
Afford
Justify
© Craig Elias 2002 - 2011
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TriggerEventSelling.com
Want Trigger Event
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TriggerEventSelling.com
The Domino Effect
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TriggerEventSelling.com
A Want Trigger Event ...
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TriggerEventSelling.com
Selective Perception
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TriggerEventSelling.com
A Trigger Event ...
www.TriggerEventSelling.com
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TriggerEventSelling.com
• Less than 10% said a vendor proactively contacted them
How was your first point of contact made?
The Opportunity
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TriggerEventSelling.com
Won Sales Analysis
What we seedepends on what
we look for-John Lubbock
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© COPYRIGHT Craig Elias 2002 - 2010
7: Analyze New Wins
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TriggerEventSelling.com
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
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© COPYRIGHT Craig Elias 2002 – 2011
Technology Options
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TriggerEventSelling.com
How to Learn of Trigger Events
© Craig Elias 2002 - 2011
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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
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Photograph by EwanNicholson.ca
Craig@TriggerEvent Selling.com
+1.403.874.2998
Craig Elias