Congratulations to Iain Beveridge of All Phase Communications the winner of $1,500 worth of Trigger Event services. Iain’s name was drawn from the over 700 people who registered for this weeks webinar – Trigger Events: The Silver Bullet in Sales – that featured Craig Elias and Frank Filippo and was sponsored by Dow Jones.

I do my best to regularly scour the internet for additional resources on Trigger Events. A little while ago I came across an interesting blog post that mentioned compelling events, by John Gannon an associate at the venture capital firm L. Capital Partners, that I thought would be of interest to the readers of this blog.

Come back next week, as I continue the countdown of the top seven mistakes salespeople make with a perspective on the #2 mistake salespeople make.

Have an EVENTFUL week!

Craig

Congratulations to the winner of $1,500 worth of Trigger Event services – Ken @ IProLive in Australia. Ken won when his answer to the question about the #3 Mistake Sales People Make received the most votes.

Stay tuned next week as I make available $1,500 worth of Trigger Event services to the person with the most votes for their answer a question that is related to ‘The #2 Mistake Sales People’ make.

Till then, here is the link to join the over 400 people that have already registered for the FREE Trigger Event Webinar being sponsored by Dow Jones – the the providers of SalesWorks and G2 – that had to be rescheduled to Tuesday, March 17^th due to speaker availability.

The webinar features Frank Filippo the Executive Director of Product Management at Dow Jones and Craig Elias the creator of Trigger Event Sellingâ„¢, and is being hosted by the President of Trinity Marketing, Tuck Mixon.

Registrants have the chance to win over $3,000 in prizes and are eligible for a free trial of Dow Jones’ SalesWorks.

The recording of the webinar and the handout for the webinar will also be made available to those who register for this no-charge webinar.

Contact me by phone (+1.403.874.2998), Skype (Craig.Elias) or by using the contact form on this site if you have ANY questions about the upcoming webinar.

Have an EVENTFUL week!

Craig

The number three mistake sales people make is they ask for, and get, the wrong referrals – referrals to those who are still in the buying mode of Status Quo – when prospects perceive that the product or service from their current supplier meets or exceeds their needs and are unlikely to become your customer.

What you want are referrals to highly motivated decision makers who recently experienced a Trigger Event and are in the Window of Dissatisfaction.

Next time ask for a Trigger Event Referral – a referral to a highly motivated decision maker that is 10 times more likely to become your customer.

E.g. Instead of asking a current customer for a referral to someone they think might have interest in your products/services, ask those ‘in the know’ for a referral to someone they know recently experienced one of the Trigger Events that create highly motivated buyers for what you sell.

My question, to be answered by commenting below, is “What are the Trigger Events you should focus on when asking for Trigger Event Referrals AND who is most likely to be your best source of referrals because they are very often ‘in the know’ when these Trigger Events happen?

Win $1,500 worth of Trigger Event services to help you identify the best Trigger Event Referrals to ask for and who are the best people to ask, by getting the most votes for your answer.

Answers are voted on by clicking on the button that appears at the end of each answer and voting ends on Monday March 2^nd.

Answers/Comments need to be approved – to avoid spam – which typically takes just a few minutes. Call me (+1.403.874.2998) or Skype me (Craig.Elias) if you don’t see your comment approved within a few minutes of posting it.

Stumble!, Digg, Tweet, and email your friends so you get the most votes, because the voting system I use does not allow you to vote for your own answers.

Have an EVENTFUL week!

Craig

P.S. Identify the best Trigger Events for what you sell by registering for the FREE Trigger Event Webinar being sponsored by Dow Jones the providers of SalesWorks and G2. Registrants have the chance to win $3,000 in prizes and are eligible for a free trial of Dow Jones’ SalesWorks.

P.P.S. A recording of this Trigger Event webinar will be made provided to all who register.

Congratulations to the winner of $1,500 worth of Trigger Event services – Artem Brazgovsky. Artem won when his answer to the question related to the #4 Mistake Sales People Make received the most votes. Take a look at the post as over 20 different people provided insights and ideas on how to become a decision maker’s Emotional Favourite and get called first when a Trigger Event puts them into the Window of Dissatisfaction.

Stay tuned next week as I make available $1,500 worth of Trigger Event services to the person with the most votes for their answer a question that is related to The #3 Mistake Sales People make.

Till then, here is the link to a FREE Trigger Event Webinar being sponsored by sponsored by Dow Jones the providers of SalesWorks and G2. The webinar goes from 12:00-12:45 Eastern (9:00-9:45 Pacific) on Tuesday, February 17^th.

The webinar features Frank Filippo the Executive Director of Product Management at Dow Jones, Craig Elias the creator of Trigger Event Sellingâ„¢, and is being hosted by the President of Trinity Marketing, Tuck Mixon.

Registrants have the chance to win over $3,000 in prizes and are eligible for a free trial of Dow Jones’ G2.

The recording of the webinar will also be made available to those who register for this no-charge webinar.

Contact me by phone (+1.403.874.2998), Skype (Craig.Elias) or by using the contact form on this site if you have ANY questions.

Have an EVENTFUL week!

Craig

Have you ever noticed that as soon as you buy a new car you see it all over the road?

When women get pregnant, suddenly they start seeing other pregnant women everywhere. When couples give birth of to their first child, they stop noticing pregnant women and now start seeing babies around every corner. This is called selective perception. We tend to see the things that reinforce what we believe, or the things we can relate to. The rest we usually disregard.

The Trigger Events we experience change what we see. Every time we experience a Trigger Event a new version of selective perception is created. We begin to notice things that were always there. We just did not ‘see’ them.

Why is this important? By focusing your marketing on those who recently experienced a Trigger Event ( aka Trigger Event Marketing) you can use the words, visuals, or scenarios, that are highly likely to resonate with them. In sales, that means saying the words that will capture your prospects attention. In marketing, that means using the words or visuals that will make your advertising jump out of the page and get noticed by those readers who recently experience a Trigger Event and are most likely to become your customers.

The next time you are crafting a message, harness the power of Trigger Event Marketing to focus on the audience that recently experienced a Trigger Event. Remember to use a call to action so that when they see it, they will take that most important step to becoming your customer – phoning you.

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 an article by Frank Filippo, of Dow Jones’ Factiva SalesWorks, called Sales Triggers for Advantage. In his article Frank shares his thoughts on the different types of Trigger Events you can find in the news.

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 2,000 entrepreneurs, business leaders, and sales and marketing professionals who subscribe to this blog.

Have an eventful week!

Craig