In previous posts – Back on Track … Finally! & What’s The Big Deal About Trigger Events – I described how to increase close ratios, shorten sales cycles, and increase margins by getting to buyers when they are in the ‘Window of Dissatisfaction’ and the three types of Trigger Event’s that put buyers into the Window of Dissatisfaction.
In this post I will describe how to identify specific Trigger Events for the products/services that you sell. This can be done by doing a specific form of sales analysis.
Use Google to search for the term sales analysis – by using quotes around the words â€œsales analysisâ€ when you search – and you’ll find around 3,000,000 pages on sales analysis. If you believe that when you lose the business you donâ€™t want to lose the lesson and you use Google to search for the term â€œlost sales analysisâ€ you will find around 1,750 pages on lost sales analysis.
I am looking to replicate my successes, therefore I want to better understand what it is that makes me win business. To do this I conduct a Won Sales Analysis. Here is what I find amazing, if you use Google to search for the term â€œwon sales analysisâ€ youâ€™ll find, on last check, only around 50 pages that talk about how to capture more customers by analyzing the business that you have already won.
The Trigger Event method of Won Sales Analysis identifies the Trigger Events that resulted in getting new customers, when these Trigger Events happened, what made the customer choose you over your competition, and how you can close more sales in the future.
If you want to use the Trigger Event method of Won Sales Analysis you’ll find the Adobe Acrobat (.pdf) version of this tool at http://www.wonsalesanalysis.com.
Contact me if you want an explanation any of the aspects of the tool so you can use it to enhance your selling efforts.
Other Trigger Event Resources to Consider
I scour the Internet searching for ideas, resources, articles, and success stories about leveraging Trigger Events to outsell the competition. This time I want to share with you a blog post by Don Dodge called “Is your product a vitamin or painkiller?“. In this post Don shares his thoughts on what catalyst or event causes your prospects to actively seek your product or solution”
I encourage you to get together with others and brainstorm on ways to capitalize on Trigger Events to outsell your competition. Contact me when you have ideas, resources, or success stories about leveraging Trigger Events that you want to share with the over 1,500 entrepreneurs, business leaders, and sales and marketing professionals who subscribe to this blog.
Have an eventful week!