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

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

After spending several weeks trying to make a certain forum system work with Windows Live Writer or ecto I finally gave up and had my technical expert Mark Edwards replace the forum system. Thanks to Mark I can now use an offline blogging tool to generate blog posts while I am offline, publish them once Read More

You are five times more likely to win the sale (74% vs 16%) when you are the first vendor to reach decision makers who recently entered the Window of Dissatisfaction The Window of Dissatisfaction exists after a decision maker realizes that their current product or service no longer meets their needs but before they have Read More