A continuation on the theme of selective perception, how Trigger Events change what we see, and how you can create a Trigger Event that will help you close more sales…
No matter what you sell or who you are selling to, buyers are always in one of three buying modes. Most salespeople are quite familiar with two […]
Archive for the 'Trigger Events' Category
Have you ever noticed that as soon as you buy a new car you see it all over the road?
When women get pregnant, suddenly they start seeing other pregnant women everywhere. When couples give birth of to their first child, they stop noticing pregnant women and now start seeing babies around every corner. This is […]
How to get your foot in the door
03Mar08One of the biggest challenges in sales is to get your foot in the door and have that first meeting.
To make that challenge less daunting I have partnered with Jill Konrath and three other thought leaders on the teleseminar series Get Your Foot In The Door, that starts this Thursday.
The Get Your Foot In […]
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 […]
The Science of Trigger Events
21Jan08In 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 […]
