We all hear how we should be looking for triggering events so we have a better chance of turning our prospecting into real sales. But what really does that mean?
It’s all about timing, according to sales training experts Tibor Shanto and Craig Elias, collaborators on a new book called “SHIFT! – Harness the Trigger Events That TURN PROSPECTS INTO CUSTOMERS.” Their main point: You are about five times more likely to get the sale by getting in front of customers at the right time.
The book, due out in mid-May, describes in detail how to sell more, sell sooner, and sell at a higher price simply by harnessing Trigger Events to get in front of highly motivated decision makers at exactly the right time
Shanto and Elias met at the Corporate Sales Challenge in Calgary, AB Canada, in 2008. “At first, we thought out views on sales were different, if not opposing,” Shanto says. “But then we learned over time that we were looking at things similarly. Our differences came down to my focus on execution and Craig’s having focused on more big-picture stuff.”
Having read a preview chapter of the book, I can see that what they are sharing makes a ton of sense and I suggest you download the free chapter for your own peek. Learn more about it and about harnessing trigger events in the video below. I also invite you to scroll down the page to the comment section and and share your experiences in utilizing similar techniques.