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


Agenda


Take Action

Photograph by EwanNicholson.ca


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


Before We Get Started...


Status Quo

© COPYRIGHT Craig Elias 2002 – 2011

Searching For Alternatives


Window of Dissatisfaction™


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


Timing and The Best Customers

• Loyal• Profitable• Testimonials & referrals


The Silver Bullet in Sales

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


Event Vs. Circumstance?


SearchingFor

Alternatives

StatusQuo

Windowof

Dissatisfaction™

Timing and Trigger Events

Want

Afford

Justify



Want Trigger Event


The Domino Effect


A Want Trigger Event ...


Selective Perception


A Trigger Event ...

www.TriggerEventSelling.com


• Less than 10% said a vendor proactively contacted them

How was your first point of contact made?

The Opportunity


Won Sales Analysis

What we seedepends on what

we look for-John Lubbock

© COPYRIGHT Craig Elias 2002 - 2010

7: Analyze New Wins


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

https://www.cardscan.net/

http://www.xobni.com/

http://twitter.com/CraigElias

http://indeed.com/

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http://www.linkedin.com/profile?key=3956

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http://feedburner.com/

http://www.nytimes.com/services/xml/rss/index.html

http://online.wsj.com/public/page/rss_news_and_feeds.html?mod=djmr_rsspodcast

http://www.ap.org/

http://www.newsweek.com/company/feeds.html

http://www.businessweek.com/search/rssfeed.htm

http://www.bloomberg.com/

http://www.cnet.com/

http://www.google.com/alerts

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http://gist.com/

http://facebook.com/TriggerEventSelling

http://bit.ly/IntroMojo

http://workstreamer.com/

http://cid-ca24e59548efe0db.profile.live.com/?wlexpid=48EFD0393EDF43188B03132EBAC0B86A


How to Learn of Trigger Events







http://www.nytimes.com/services/xml/rss/index.html





http://gist.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

Documents

Trigger Events The SILVER BULLET IN SALES Craig Elias Creator of Trigger Event Selling ™