Comments on: The #6 Mistake Sales People Make http://shiftselling.com/2008/11/04/the-number-6-mistake-sales-people-make/?utm_source=rss&utm_medium=rss&utm_campaign=the-number-6-mistake-sales-people-make 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: A Coffey http://shiftselling.com/2008/11/04/the-number-6-mistake-sales-people-make/#comment-848 A Coffey Tue, 13 Jan 2009 21:34:10 +0000 http://www.shiftselling.com/?p=325#comment-848 Answer to your question: Checklists. 1. Listing specific LCEs (we call them) "Life Cycle Events" that affect a client. 2. Putting these LCEs in front of the client (to job memory) 3. Being consistent about it, and non-threatening. 4. #3 creates value-add also (we know from our client feedback) Example of LCEs in #1: Recent marriage/divorce/child birth/change of job/etc. etc. Answer to your question: Checklists.

1. Listing specific LCEs (we call them) “Life Cycle Events” that affect a client.
2. Putting these LCEs in front of the client (to job memory)
3. Being consistent about it, and non-threatening.
4. #3 creates value-add also (we know from our client feedback)

Example of LCEs in #1:
Recent marriage/divorce/child birth/change of job/etc. etc.

]]> By: $1,500 in FREE Training and Emotion Selling at SHiFT! - TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events http://shiftselling.com/2008/11/04/the-number-6-mistake-sales-people-make/#comment-658 $1,500 in FREE Training and Emotion Selling at SHiFT! - TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events Tue, 25 Nov 2008 18:02:54 +0000 http://www.shiftselling.com/?p=325#comment-658 [...] About Us Testimonials The Blog The Book Resources Contact Us « The #6 Mistake Sales People Make [...] [...] About Us Testimonials The Blog The Book Resources Contact Us « The #6 Mistake Sales People Make [...]

]]> By: Stephen Hart http://shiftselling.com/2008/11/04/the-number-6-mistake-sales-people-make/#comment-620 Stephen Hart Tue, 18 Nov 2008 14:46:59 +0000 http://www.shiftselling.com/?p=325#comment-620 In the headhunting / recruitment world that I work in there are certain key events that mean a client will be more likely to work with us than source their own candidates. Putting it into a system of questions I train people to ask the following questions which identify for me the validity of the business for me, the urgency and consequences for them of not filling the role and equally the benefits of doing it now. Thus the client gives me the reasons why they should use us :) Reason 1. Why are you looking? 2. Who is doing this job now? 3. What happened to the previous person? 4. How long has the position been vacant? 5. What have you done so far to fill the role? 6. What’s your time scale for filling the vacancy? Consequences 1. What are the consequences of not filling this role for several months? 2. What is the benefit of filling this vacancy within the next month? Outside of this I urge consultants to follow up on all movers advertised in their trade press to congratulate them and see what we can do for them. Typically a new sales director will bring in some new people. We like to be there to help with that! Regards Stephen Stephen Hart In the headhunting / recruitment world that I work in there are certain key events that mean a client will be more likely to work with us than source their own candidates.

Putting it into a system of questions I train people to ask the following questions which identify for me the validity of the business for me, the urgency and consequences for them of not filling the role and equally the benefits of doing it now. Thus the client gives me the reasons why they should use us :)

Reason

1. Why are you looking?
2. Who is doing this job now?
3. What happened to the previous person?
4. How long has the position been vacant?
5. What have you done so far to fill the role?
6. What’s your time scale for filling the vacancy?

Consequences

1. What are the consequences of not filling this role for several months?
2. What is the benefit of filling this vacancy within the next month?

Outside of this I urge consultants to follow up on all movers advertised in their trade press to congratulate them and see what we can do for them. Typically a new sales director will bring in some new people. We like to be there to help with that!

Regards

Stephen

Stephen Hart

]]> By: Jodi Summers http://shiftselling.com/2008/11/04/the-number-6-mistake-sales-people-make/#comment-594 Jodi Summers Sat, 08 Nov 2008 00:22:33 +0000 http://www.shiftselling.com/?p=325#comment-594 I work with accountants and escrow companies to try and pinpoint people in a 1031 exchange real estate transaction. (Selling one company and buying another.) When they’ve just closed escrow on a property and have 45 days to choose another, they’re a very highly motivated client base. Jodi Summers The SoCal Investment Real Estate Group Sotheby’s International Realty jodi@jodisummers.com www.SoCalOfficeRealEstateBlog.com www.SoCalMultiUnitRealEstateBlog.com www.107and117WChannelRd.jodisummers.com ** I don't make jokes. I just watch the government and report the facts. - Will Rogers I work with accountants and escrow companies to try and pinpoint people in a 1031 exchange real estate transaction. (Selling one company and buying another.) When they’ve just closed escrow on a property and have 45 days to choose another, they’re a very highly motivated client base.

Jodi Summers
The SoCal Investment Real Estate Group
Sotheby’s International Realty
jodi@jodisummers.com
http://www.SoCalOfficeRealEstateBlog.com
http://www.SoCalMultiUnitRealEstateBlog.com

http://www.107and117WChannelRd.jodisummers.com

**
I don’t make jokes. I just watch the government and report the facts. – Will Rogers

]]> By: Bill Morgan http://shiftselling.com/2008/11/04/the-number-6-mistake-sales-people-make/#comment-593 Bill Morgan Thu, 06 Nov 2008 22:39:09 +0000 http://www.shiftselling.com/?p=325#comment-593 I have my sales people set up Alerts on those industries or specific technologies (we are in technology staffing) on both job boards and news boards. The local biz journals have daily updates/alerts as well as the daily newspapers and you can typically filter out what you don't need. Absolutely join your industry group in LinkedIn and similar services. There is alot of investing happening in the private sector and there are news briefs on these you can get for free. Also, salespeople MUST work with other sales people in services/product industries that work with our clients but don't compete. Through them you hear everything. These are just some of the ways I find those Trigger Events. I have my sales people set up Alerts on those industries or specific technologies (we are in technology staffing) on both job boards and news boards.

The local biz journals have daily updates/alerts as well as the daily newspapers and you can typically filter out what you don’t need.

Absolutely join your industry group in LinkedIn and similar services.

There is alot of investing happening in the private sector and there are news briefs on these you can get for free.

Also, salespeople MUST work with other sales people in services/product industries that work with our clients but don’t compete. Through them you hear everything.

These are just some of the ways I find those Trigger Events.

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