Comments on: Trigger Events And Selective Perception http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/ Shifting the fundamental economics of selling by leveraging 'Trigger Events' Mon, 08 Sep 2008 12:40:51 +0000 http://wordpress.org/?v=2.6.1 By: Close more sales by ’seeing’ differently at SHiFT! - Outsell Your Competition By Leveraging Trigger Events http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-196 Close more sales by ’seeing’ differently at SHiFT! - Outsell Your Competition By Leveraging Trigger Events Thu, 26 Jun 2008 13:43:34 +0000 http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-196 [...] Us Testimonials The Book Forums Resources Contact Us « trigger events and selective perception no-charge company data … [...] [...] Us Testimonials The Book Forums Resources Contact Us « trigger events and selective perception no-charge company data … [...]

]]> By: The Entrepreneurial Salesman » Time for Selling by First Border http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-188 The Entrepreneurial Salesman » Time for Selling by First Border Mon, 16 Jun 2008 15:58:08 +0000 http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-188 [...] readers about metrics… number of calls to leads and how to improve the ratio. While Craig, the Trigger Event Selling evangelist is talking about how to close more sales by seeing things differently – the Window of [...] [...] readers about metrics… number of calls to leads and how to improve the ratio. While Craig, the Trigger Event Selling evangelist is talking about how to close more sales by seeing things differently – the Window of [...]

]]> By: Triggers, Needs, and Selective Perception | Complex Discovery http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-168 Triggers, Needs, and Selective Perception | Complex Discovery Tue, 27 May 2008 13:04:46 +0000 http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-168 [...] from complete article by Craig [...] [...] from complete article by Craig [...]

]]> By: ianbrodie http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-167 ianbrodie Sun, 25 May 2008 23:38:42 +0000 http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-167 Tim, I really like the concept of trigger events. I was just working recently with a firm of consulting surveyors whose business was largely driven by legislation changes and local government re-organisations. We helped create a better "grapevine" system for keeping them in touch with these moves and using this intelligence on key triggers to drive their sales approach. What are your thoughts though for businesses where the trigger events that drive customer demand are not so visible to the outside world? Drops in pofitability or personnel changes for example. They often become visible outside a company - but usually a long time after something has been started to address the issue. Best Regards Ian Tim,

I really like the concept of trigger events. I was just working recently with a firm of consulting surveyors whose business was largely driven by legislation changes and local government re-organisations. We helped create a better “grapevine” system for keeping them in touch with these moves and using this intelligence on key triggers to drive their sales approach.

What are your thoughts though for businesses where the trigger events that drive customer demand are not so visible to the outside world? Drops in pofitability or personnel changes for example. They often become visible outside a company - but usually a long time after something has been started to address the issue.

Best Regards

Ian

]]> By: Why Targeting Selective Perception Captures Immediate Attention | Copyblogger http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-166 Why Targeting Selective Perception Captures Immediate Attention | Copyblogger Sun, 25 May 2008 15:37:13 +0000 http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-166 [...] Selective perception is what makes consumers process stimuli most relevant to their needs and evaluation. And we each do this continually in a process called perceptual vigilance. [...] [...] Selective perception is what makes consumers process stimuli most relevant to their needs and evaluation. And we each do this continually in a process called perceptual vigilance. [...]

]]> By: Colin Wilson http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-163 Colin Wilson Thu, 22 May 2008 07:39:26 +0000 http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-163 Craig, Not sure if you will count this as a trigger event, but when I was a mere youngster my father had his own business selling novelty sweets (candy)to shops. He would buy in some crazy stuff, but he had a great way of creating demand. He would send me out a week ahead of his planned calls with samples. I would go into the shop and ask if they had any of these... and I would produce my personal sample from my grubby pocket... and the assistant would obviously say no... shame I would say as i was leaving, because they are all the rage at school! A week later my father would turn up, introduce his new lines and the owner would say... "wow, just what I'm after, all the kids are asking for these"... worked every time! Craig,

Not sure if you will count this as a trigger event, but when I was a mere youngster my father had his own business selling novelty sweets (candy)to shops. He would buy in some crazy stuff, but he had a great way of creating demand.

He would send me out a week ahead of his planned calls with samples. I would go into the shop and ask if they had any of these… and I would produce my personal sample from my grubby pocket… and the assistant would obviously say no… shame I would say as i was leaving, because they are all the rage at school!

A week later my father would turn up, introduce his new lines and the owner would say… “wow, just what I’m after, all the kids are asking for these”… worked every time!

]]> By: karlgoldfield http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-162 karlgoldfield Thu, 22 May 2008 05:04:20 +0000 http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-162 Craig, I discovered this when I was about 8 years old. My dad called Montgomery Ward, the monkey ward, and I asked him what he was talking about. He explained, and sure enough over the next few weeks, I heard it on television and by people a dozen times. This power of planting ideas is one of the greatest ways to help people see how something can make a difference. Great post! Craig,

I discovered this when I was about 8 years old. My dad called Montgomery Ward, the monkey ward, and I asked him what he was talking about. He explained, and sure enough over the next few weeks, I heard it on television and by people a dozen times.

This power of planting ideas is one of the greatest ways to help people see how something can make a difference.

Great post!

]]> By: tony edwards http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-160 tony edwards Thu, 08 May 2008 06:05:20 +0000 http://www.shiftselling.com/2008/04/29/trigger-events-and-selective-perception/#comment-160 Yes, indeed I have noticed this too. When I got my Toyota corolla I say all these corollas here and there. Then when I got a Nissan Altima, the same thing. But, I never thought of it in the way you put it here. This is so "outside of the box' for me. To use this as a marketing advantage! This reminds me of a tactic one entrepreneur was promoting at the Warrior forum entitled "event domination." His angle was to watch the news for trends and happenings and then put up pages or adword ads or cpa offers to syphon off the quick hit of traffic and interest the topic generated. Anyway, thanks for this. much appreciated. I have to print out your post for marketing library. Yes, indeed I have noticed this too. When I got my Toyota corolla I say all these corollas here and there. Then when I got a Nissan Altima, the same thing.

But, I never thought of it in the way you put it here. This is so “outside of the box’ for me. To use this as a marketing advantage!

This reminds me of a tactic one entrepreneur was promoting at the Warrior forum entitled “event domination.” His angle was to watch the news for trends and happenings and then put up pages or adword ads or cpa offers to syphon off the quick hit of traffic and interest the topic generated.

Anyway, thanks for this. much appreciated. I have to print out your post for marketing library.

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