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Trigger Events: Unleashing Sales Potential

Learn the power of trigger events in sales to accelerate your success and build lasting customer relationships. This book by Ewan Nicholson and Craig Elias reveals simple yet profound truths that leverage intent for immediate action and decrease the selling cycle. Discover how to identify trigger events, create opportunities, and close deals effectively. Dive into strategies backed by top sales experts like Steven M.R. Covey and Keith Ferrazzi. Master the art of capitalizing on timing and relationships to boost your sales game. Explore the transformative impact of trigger event marketing and the Window of Dissatisfaction concept. Unlock the secrets to winning sales analysis and understanding customer behavior. Get ready to enhance your sales approach and achieve exceptional results by harnessing the power of trigger events.

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Trigger Events: Unleashing Sales Potential

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  1. Photograph by EwanNicholson.ca

  2. 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 “By 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 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.”

  3. Status Quo

  4. Searching For Alternatives

  5. Window of Dissatisfaction™

  6. Timing & Close Ratios 75%* 16%** 0% **Aberdeen Research: Lead Lifecycle Management: Building a Pipeline that Never Leaks, 2009 * InnerSell Survey of over 200 sales executives and sales people, 2003

  7. Timing and The Best Customers • Loyal • Profitable • Testimonials & referrals

  8. What Triggers The Best Timing?

  9. Event NOT Circumstances

  10. Timing and Trigger Events Afford Justify Want

  11. The Opportunity • Less than 10%said a vendor proactively contacted them How was your first point of contact made?

  12. Want Trigger Event

  13. Adds One More Thing...

  14. Turns On Selective Perception

  15. Trigger Event Marketing™

  16. Opens The Door

  17. The Domino Effect

  18. Afford Trigger Events

  19. Ready to buy IS TOO LATE! “70% of the buying decision is made before a sales person gets Involved” Eric Berridge, Cofounder of Bluewolf at Sales 2.0 Conference – San Francisco March 2011

  20. Justify Trigger Events

  21. Won Sales Analysis™ What we see depends on whatwe look for -John Lubbock

  22. WonSalesAnalysis.com • What 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?

  23. How to Learn of Trigger Events

  24. Craig@ShiftSelling.com +1.403.874.2998 Craig Elias Photograph by EwanNicholson.ca

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