Comments on: Close More Sales by ‘Seeing’ Differently

By: Dr Van Sales

Dr Van Sales — Mon, 01 Sep 2008 14:13:35 +0000

Don’t you think there could be another reason? It is human nature to become bored with people, places, relationships and even I hate to say suppliers. We have often switched suppliers to find the origional one was the best. We deal with literally every franchised dealer in the UK, thats 4,000 suppliers for units that are an average of $30000 dollars each, and a lot of things that can go wrong

By: Positive Navel Gazing: Won Sales Analysis | Sales Excellence

Positive Navel Gazing: Won Sales Analysis | Sales Excellence — Tue, 24 Jun 2008 10:27:14 +0000

[...] similar vein, over at SHiFT Selling Craig Elias talks about the use of new customer reviews to identify the “window of [...]

By: Sales Excellence » Positive Navel Gazing

Sales Excellence » Positive Navel Gazing — Sun, 08 Jun 2008 21:51:05 +0000

[...] similar vein, over at SHiFT Selling Craig Elias talks about the use of new customer reviews to identify the “window of [...]

By: TimRohrer

TimRohrer — Tue, 03 Jun 2008 14:54:56 +0000

Craig,
I love the idea of finding customers that have just recently entered the “Window of Dissatisfaction”. No doubt, these folks are the least sensitive to price and will make a decision very quickly.

By: ianbrodie

ianbrodie — Tue, 03 Jun 2008 14:46:02 +0000

I like your analysis method Craig.

Good sales people always analyse their wins to look for patterns to apply as qualification criteria for future activity. But typically they look at the size of the customer, their industry, the type of problem/need, etc. – rather than at the event which triggered the need (the same event could trigger different needs in different clients). But it’s the event you have to be watching out for – and is probably much more detectable than the specific customer need.

Good thinking!

Ian

By: Skip Anderson

Skip Anderson — Mon, 02 Jun 2008 11:18:56 +0000

The “Window of Dissatisfaction” is valuable information, Craig. That is truly a window of opportunity that I believe many salespeople don’t see. Your post is a great reminder that we can still sell to prospects who aren’t actively searching for alternatives.

By: brad

brad — Sun, 01 Jun 2008 00:13:43 +0000

Craig,

Great post! I know as a manager I often find myself in the window of dissatisfaction, but too busy to really do anything about it. Could you share some techniques that would help me identify the window of dissatisfaction in my clients when prospecting?

By: karlgoldfield

karlgoldfield — Thu, 29 May 2008 14:18:03 +0000

Craig,

This is a great idea. I am going to start staring at a stack of $100 in an effort to start seeing them everywhere! Your incite always leaves me with new things to examine.