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

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

Jed (a hypothetical salesperson) keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, he’s not getting very far. “People tell me to call back in two months, four months, six months, when they will be looking at this problem he says, perplexed. When I call back, I get people telling Read More

A continuation on the theme of selective perception, how Trigger Events change what we see, and how you can create a Trigger Event that will help you close more sales… No matter what you sell or who you are selling to, buyers are always in one of three buying modes. Most salespeople are quite familiar Read More

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 Read More

One of the biggest challenges in sales is to get your foot in the door and have that first meeting. To make that challenge less daunting I have partnered with Jill Konrath and three other thought leaders on the teleseminar series Get Your Foot In The Door, that starts this Thursday. The Get Your Foot Read More

In previous posts – Back on Track … Finally! & What’s The Big Deal About Trigger Events – I described how to increase close ratios, shorten sales cycles, and increase margins by getting to buyers when they are in the ‘Window of Dissatisfaction’ and the three types of Trigger Event’s that put buyers into the Read More