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| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Sales Triggers:
Don't Wait - Create
Tibor ShantoThursday April 23, 2015
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
http://is.gd/TRIGGERS
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Ranked 8th on the Top 30 Social Salespeople In The World – Forbes.com 2014Top 50 Sales & Marketing Influencers for 2014 – Top Sales WorldTop 25 Sales Influencers for 2014– OpenView LabsGold Medal Top Sales & Marketing Blog 2013 – Top Sales World Awards50 Most Influential People in Sales Lead Management in 2013Top 50 Sales & Marketing Influencers for 2013 – Top Sales WorldTop 25 Sales Influencers for 2013–OpenView LabsTop 50 Sales & Marketing Blogs 2012 – Top Sales World25 Influential Leaders In Sales – 2012 Edition – InsideViewTop 50 Sales & Marketing Influencers for 2012 – Top Sales WorldTop 25 Sales Influencers for 2012 – OpenView Labs50 Most Influential People in Sales Lead Management in 20102010 Top 25 Sales Blogs – Top Sales World
Tibor Shanto
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Agenda
• Difference between Triggers & Trigger Events
• Leveraging Triggers
• Maximizing reactions
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Timing and Close Ratio
StatusQuo
Window of Dissatisfaction™
SearchingAlternatives
0% 60-90% 10 % - 20%False And
Problematic
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• So, what takes someone who is in one state on Tuesday -Happy and not looking - to another state on Wednesday?
• The answer:
They experienced an event that triggers their dissatisfaction.
Trigger Event Selling™
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• 1. Bad Experiences• Products, people, providers
• 2. Change / Transition• People, places, priorities
• 3. Awareness• Legal, risk avoidance, economics
Trigger Events
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Valuable Trigger Events
• Executive Changes– New execs are charged with making a difference and doing it fast. They need to
buy solutions and services to make it happen. It’s also easier to them to change a service because they can point out that a previous bad choice was made by the former executive.
• New Funding– Companies with new funding are 8x more likely to buy many services than
companies without these events. Funding is meant to drive growth which means purchasing new solutions and services to help with sales, marketing, product development, operations, and even finance.
• Product Launches– The launch of a new product requires companies to purchase many services and
solutions ranging from marketing services to sales training to e-commerce systems or CRM systems. New products need to show rapid growth, which creates demand for service and solution providers who can demonstrate that they can help fuel that growth.
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Problem
• You are waiting for an event
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Solution
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Carol
Leveraging Triggers
ExecutiveChange
Marc
Opportunity #1
Opportunity #2
Opportunity #3Tim?
Opportunity #4
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
False
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
70%
Status Quo
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Status Quo
• Reluctant to Change Closed to alternatives
• Happy and not looking
• Satisfied
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Target
Market70%
Status Quo
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Target
Market70%
Status Quo
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Target
Market70%
Status Quo
Base
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
75% of customers who leave or switch vendors for a competitor,
when asked, say they were ‘satisfied or completely satisfied’ with
the vendor they left, at the time they switched.
‘Customer Loyalty Guaranteed’ Bell & Patterson
Old Perception: Happy – Not Looking = Closed to alternatives
Yet to be presented with or perceive a solution to help them achieve
their Objectives – and therefore worth pursuing!
Mainstream: Happy/Satisfied – Not Looking = Closed to alternatives
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
75% of customers who leave or switch vendors for a competitor,
when asked, say they were ‘satisfied or completely satisfied’ with
the vendor they left, at the time they switched.
‘Customer Loyalty Guaranteed’ Bell & Patterson
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Old Perception: Happy – Not Looking = Closed to alternatives
What’s the one thing they All Have In Common?
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Old Perception: Happy – Not Looking = Closed to alternatives
Yet to be presented with or perceive a means to help them achieve
their Objectives – and therefore worth pursuing!
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
• What are you doing today to be the first person a decision maker calls when they experience a Trigger Event?
• The person we call their Emotional Favorite!
Creating The Reaction
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
How Do I Know?
Win – Lose – Draw
360o Deal Review
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
360o Deal Review
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Key To Objectives
• How can you directly support their goals?• Can you help resolve their biggest issue?• Can you help them reduce risk?• Can you add value to their services?• Can you enhance their reputation?• Can you reduce their cost of doing business?
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Here’s The Deal
• No matter what, at one point you will need to reach out and engage!
• That means picking up the phone:
• “Disrupt vendor selection.”“Seventy-five per cent of IT executives have set an appointment or attended an event as a direct result of outbound email and call techniques.”
“nearly 600 said an outbound call or e-mail led to an IT vendor being evaluated.”
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
14 Day Trial
Contact me at:
+1 416 822-7781
(855) 25-SALES
| +1 416 822-7781www.SellBetter.caExecution – Everything Else Is Just Talk! |@TiborShanto @Discoverorg
Tibor Shanto
Principal
Renbor Sales Solutions Inc.
(855) 25-SALES
www.SellBetter.ca
www.SellBetter.ca/blog
twitter.com/TiborShanto
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