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 Top Seven Mistakes in Sales Voting Button - Trigger Event Selling button that appears at the end of each answer and voting ends on Monday March 2nd.

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!


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.