When sales prospecting, do you have a compelling reason to reach out to your prospects? Are you in front of your customers at the exact time when they are on the market for goods or services?
How can you become a reliable source for your customers, to assist them with their business objectives? How do you show your customers that you are a well-informed and knowledgeable industry expert? Are you using trigger events to start an intelligent conversation with your prospects?
Listen To The Podcast:
Resources:
- Take the first step on the path to finding the Missing Piece to Your Sales Success – click here to sign up for our free mini-course
- Alen Mayer was the first one to write a book on Trigger Events in 2007, and since then there were dozens of other authors who helped shape the new sub-genre of sales training. Get his e-book on Trigger Events here, or click here to get the soft-cover copy.
- Learn more about our Signature Course: The Missing Piece to Your Sales Success
- Ask Alen! Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.
More about the Episode:
Searching for trigger events is the first step forming three main keys of every sale that are:
1. Researching and qualifying your customers
2. Being in front of them
3. Being there when they are ready to buy — the timing
To start the sales process you need to find out who could be in the market today, and then recognize your selected customer’s wants and needs. You need to have a 360-degree view of your prospects.
When you are selling you need to differentiate and trigger events will make this possible.
Customers will be positively shocked with your due diligence and the fact-finding mission you accomplished with them. When you contact your prospects and on the first conversation you leave them with the impression you know their situation very well — you care to help, and you can add value to them, you are much closer to signing a deal than anybody else.
After discovering trigger events, the next steps are to develop the customer’s perception of your unique value. What can you do for them? How your solution can actually create value for them?
Trigger events will give you the clue about the timing too.
Leave a comment below:
Let me know what you think and what will you change regarding being better at sales prospecting. Let me know your favorite strategy or revelation you’ve had about prospecting in general and if you are using trigger events at all. I can’t wait to hear from you!
Ask Alen!
Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.