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Photograph by EwanNicholson.ca

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

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Photograph by EwanNicholson.ca

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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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