Resources archive at SHiFT! – TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events

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How to Find the ‘Trigger Events’ For What You Sell

19Feb08

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 [...]

Filed under Resources, Trigger Event Selling™, Trigger Events, Window of Dissatisfaction and Won Sales Analysis. |1 Comment Tags: Buying Modes,Buying Triggers,Trigger Event Selling™,Trigger Events,Window of Dissatisfaction,Won Sales Analysis

The Science of Trigger Events

21Jan08

In the search for resources that provide different perspectives on ‘Trigger Events’ I discovered the the work of R.J. Rummel. In chapter 15 of “Understanding Conflict and War Vol. 1: The Dynamic Psychological Field“, R.J. Rummel does a great job explaining some of the science behind ‘Trigger Events’. See section 15.4 for the details on [...]