Congratulations to Raj. He is April’s winner of $1,500 worth of Trigger Event Selling services. His answer related to the #2 Mistake Sales People Make received the most votes, by the cut off date of April 13th. Don’t’ miss the upcoming webinar “How to Increase Sales Using Marketing Automation to Capture Trigger Events” . In Read More
The number two mistake sales people make is that, even when they get in front of highly motivated decision makers at EXACTLY the right time, they lose the sale because they fail to understand the decision maker placed them in the red zone of the credibility curve – below. When prospects believe the risk of Read More
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. Read More
The number four mistake sales people make is believing that sales are won based upon on logic – like return on investment (ROI) calculations – not emotion. The 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 Read More
The #5 mistake I see sales people and entrepreneurs make is either not analyzing their sales or doing a ‘Lost Sales Analysis’ INSTEAD OF conducting a ‘Won Sales Analysis’. Here is something I find interesting. If you use Google to search for the term sales analysis – by using quotes around the words “sales analysis” Read More
Congratulations to Bill Morgan of Segula Technologies. He won $1,500 worth of free Trigger Event sales training by having the most votes for his answer to my question related to the #6 mistake sales people make. Next week I will post the #5 mistake sales people make and award another $1,500 worth of Trigger Event Read More
The #6 mistake I see sales people and entrepreneurs make is selling to those who have a pain, or what I call a circumstance, INSTEAD OF focusing on those who recently experienced a Trigger Event, which makes solving that pain a high priority. For example: Trying to convince the CEO of a small to mid-sized Read More
