Comments on: Window of Dissatisfaction™ http://shiftselling.com OUTSELL YOUR COMPETITION by Harnessing 'Trigger Events' to get in front of highly motivated decision makers at EXACTLY the right time Tue, 13 Dec 2011 15:46:51 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Smarketing Strategy #5 & Sales 2.0 at SHiFT! – TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events http://shiftselling.com/window-of-dissatisfaction/#comment-2872 Smarketing Strategy #5 & Sales 2.0 at SHiFT! – TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events Tue, 11 Oct 2011 12:56:02 +0000 http://www.shiftselling.com/?page_id=18#comment-2872 [...] #3 My last and perhaps most important questions is to learn which buying mode the person is in so I can learn if there is a pursuable sales opportunity. Knowing which buying [...] [...] #3 My last and perhaps most important questions is to learn which buying mode the person is in so I can learn if there is a pursuable sales opportunity. Knowing which buying [...]

]]> By: Smarketing, Sales 2.0, & Golden Sales Strategies at SHiFT! – TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events http://shiftselling.com/window-of-dissatisfaction/#comment-2636 Smarketing, Sales 2.0, & Golden Sales Strategies at SHiFT! – TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events Sun, 14 Aug 2011 13:30:47 +0000 http://www.shiftselling.com/?page_id=18#comment-2636 [...] easiest way to replicate them is to identify who they are and the way you do that is using this Window of Dissatisfactionâ„¢ worksheet to make a list of the new customers you’ve acquired in the last 12 [...] [...] easiest way to replicate them is to identify who they are and the way you do that is using this Window of Dissatisfactionâ„¢ worksheet to make a list of the new customers you’ve acquired in the last 12 [...]

]]> By: Abhay Bhargava http://shiftselling.com/window-of-dissatisfaction/#comment-230 Abhay Bhargava Sun, 20 Jul 2008 06:42:08 +0000 http://www.shiftselling.com/?page_id=18#comment-230 This is just so correct. In my 8 years of selling, I have witnessed, through self experience and that of colleagues/ seniors/ reportees: a) One may just be trying to bang their head on a brick wall at a prospect that appears perfect - lot of money to spend, technically the right fit - but falling into that status quo category - implying that they will probably not be a customer for a long time b) Losing deals to competitors owing to discriminatory specs that rule out one's product/ service, implying that the prospect really saw more value in what someone else told him about - this ideally points to the concept outlined here about the "window of dissatisfaction" - someone got in there while that window was open and got success. I have personally used this kind of window many a times - something that is core to this is to build a relationship with the prospect, so that they dont think of you as just a sales guy but someone who can objectively provide them with updated information on the marketspace. This relationship will allow for the window to stay open for you for the longest time possible, and allow for a sureshot closure with the client. This is just so correct. In my 8 years of selling, I have witnessed, through self experience and that of colleagues/ seniors/ reportees:
a) One may just be trying to bang their head on a brick wall at a prospect that appears perfect – lot of money to spend, technically the right fit – but falling into that status quo category – implying that they will probably not be a customer for a long time

b) Losing deals to competitors owing to discriminatory specs that rule out one’s product/ service, implying that the prospect really saw more value in what someone else told him about – this ideally points to the concept outlined here about the “window of dissatisfaction” – someone got in there while that window was open and got success.

I have personally used this kind of window many a times – something that is core to this is to build a relationship with the prospect, so that they dont think of you as just a sales guy but someone who can objectively provide them with updated information on the marketspace. This relationship will allow for the window to stay open for you for the longest time possible, and allow for a sureshot closure with the client.

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