Comments on: Shorten Sales Cycles by Harnessing Trigger Events http://shiftselling.com/2008/07/07/shorten-sales-cycles-by-capitalizing-on-trigger-events/?utm_source=rss&utm_medium=rss&utm_campaign=shorten-sales-cycles-by-capitalizing-on-trigger-events OUTSELL YOUR COMPETITION by Harnessing 'Trigger Events' to get in front of highly motivated decision makers at EXACTLY the right time Wed, 09 May 2012 13:01:33 +0000 hourly 1 http://wordpress.org/?v=3.3.2 By: The #3 Mistake Sales People Make & Free Webinar at SHiFT! - TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events http://shiftselling.com/2008/07/07/shorten-sales-cycles-by-capitalizing-on-trigger-events/#comment-899 The #3 Mistake Sales People Make & Free Webinar at SHiFT! - TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events Mon, 09 Feb 2009 16:43:43 +0000 http://www.shiftselling.com/?p=87#comment-899 [...] you want are referrals to highly motivated decision makers who recently experienced a Trigger Event and are in the Window of [...] [...] you want are referrals to highly motivated decision makers who recently experienced a Trigger Event and are in the Window of [...]

]]> By: The #4 Mistake Sales People Make at SHiFT! - TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events http://shiftselling.com/2008/07/07/shorten-sales-cycles-by-capitalizing-on-trigger-events/#comment-861 The #4 Mistake Sales People Make at SHiFT! - TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events Thu, 15 Jan 2009 22:44:55 +0000 http://www.shiftselling.com/?p=87#comment-861 [...] first seller a decision maker contacts, after they experience a Trigger Event that makes them a highly motivated buyer, is five times more likely to win the business than ANY of [...] [...] first seller a decision maker contacts, after they experience a Trigger Event that makes them a highly motivated buyer, is five times more likely to win the business than ANY of [...]

]]> By: karl perera http://shiftselling.com/2008/07/07/shorten-sales-cycles-by-capitalizing-on-trigger-events/#comment-595 karl perera Mon, 10 Nov 2008 15:15:33 +0000 http://www.shiftselling.com/?p=87#comment-595 A great and detailed article. It is not only interesting but is a completely original way to look at the whole problem of making sales. A great and detailed article. It is not only interesting but is a completely original way to look at the whole problem of making sales.

]]> By: Karl Goldfield - Sales Training http://shiftselling.com/2008/07/07/shorten-sales-cycles-by-capitalizing-on-trigger-events/#comment-231 Karl Goldfield - Sales Training Sun, 20 Jul 2008 23:08:51 +0000 http://www.shiftselling.com/?p=87#comment-231 Craig, I wanted to come back and share with you that I have been writing a bit about triggers of late. A couple article I have coming out in August are going to discuss how to learn what triggers really matter. Thank you for all of the great Ideas, and yes you are going to get mentioned in the discussion. All the best my man! Craig,

I wanted to come back and share with you that I have been writing a bit about triggers of late. A couple article I have coming out in August are going to discuss how to learn what triggers really matter.

Thank you for all of the great Ideas, and yes you are going to get mentioned in the discussion.

All the best my man!

]]> By: The Entrepreneurial Salesman » Toronto and back by First Border http://shiftselling.com/2008/07/07/shorten-sales-cycles-by-capitalizing-on-trigger-events/#comment-220 The Entrepreneurial Salesman » Toronto and back by First Border Sat, 12 Jul 2008 15:56:59 +0000 http://www.shiftselling.com/?p=87#comment-220 [...] Finger on the Trigger And talking about prospecting and getting appointments… Craig Elias the master of trigger events… has another great post up reminding us how to get more appointments and shortening the sales cycle by capitalizing on… would you believe… trigger events. [...] [...] Finger on the Trigger And talking about prospecting and getting appointments… Craig Elias the master of trigger events… has another great post up reminding us how to get more appointments and shortening the sales cycle by capitalizing on… would you believe… trigger events. [...]

]]> By: Tibor Shanto - The Pipeline http://shiftselling.com/2008/07/07/shorten-sales-cycles-by-capitalizing-on-trigger-events/#comment-219 Tibor Shanto - The Pipeline Sat, 12 Jul 2008 15:47:58 +0000 http://www.shiftselling.com/?p=87#comment-219 Craig, I think you make a great point about what the initial “negative response” from a prospect is, it is nothing more than a plea to allow them to return to what they were engaged with before the phone rang. Sales people do not allow prospects to properly get involved in the call, and allow issues to surface, i.e. Triggers, that will allow them to secure an appointment and then move to executing the sales process. Tibor Craig,

I think you make a great point about what the initial “negative response” from a prospect is, it is nothing more than a plea to allow them to return to what they were engaged with before the phone rang. Sales people do not allow prospects to properly get involved in the call, and allow issues to surface, i.e. Triggers, that will allow them to secure an appointment and then move to executing the sales process.

Tibor

]]> By: Karl Goldfield Sales Training http://shiftselling.com/2008/07/07/shorten-sales-cycles-by-capitalizing-on-trigger-events/#comment-217 Karl Goldfield Sales Training Fri, 11 Jul 2008 21:17:13 +0000 http://www.shiftselling.com/?p=87#comment-217 Craig, You ability to clearly see how events and thoughts manifest into realist is amazing. Knowing when to catch people and learning by visualizing that time is brilliant. You are getting Dugg! Craig,

You ability to clearly see how events and thoughts manifest into realist is amazing. Knowing when to catch people and learning by visualizing that time is brilliant. You are getting Dugg!

]]> By: Ian Brodie | Professional Services Sales http://shiftselling.com/2008/07/07/shorten-sales-cycles-by-capitalizing-on-trigger-events/#comment-214 Ian Brodie | Professional Services Sales Fri, 11 Jul 2008 01:18:21 +0000 http://www.shiftselling.com/?p=87#comment-214 Great post Craig, I'd never thought of explicitly discussing trigger events in initial calls before - I usally focus on needs. But as you say, if there hasn't been a recent event then you're probably stuck as a #2. I'm going to consider how to weae this in. Ian Great post Craig,

I’d never thought of explicitly discussing trigger events in initial calls before – I usally focus on needs. But as you say, if there hasn’t been a recent event then you’re probably stuck as a #2. I’m going to consider how to weae this in.

Ian

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