One of the keys to selling is reaching decision makers when they are most likely to be influenced: Influenced on what is the best solution to their problem – not who is the best supplier.
Solutions are all the different ways of solving the same problem or obtaining the same outcome (think of these as [...]
Tag Archive for 'trigger-events'
In case you missed it, McKinsey & Co.’s recent research of 20,000 people, in the three geographical regions, and five major industries, on the customer decision journey identified that Trigger Events are the first step in a making a purchase decision. To learn more take five minutes and watch David Court explain the new [...]
The #1 Mistake Sales People Make
08Jun09The number one mistake sales people make is… they make it too hard to become a customer.
Think of all the sales opportunities that started out strong only to have the prospect decide to stay with their current supplier. The #1 reason they stayed with their current supplier is: it was not worth the effort of [...]
Congratulations to the winner of $1,500 worth of Trigger Event services – Ken @ IProLive in Australia. Ken won when his answer to the question about the #3 Mistake Sales People Make received the most votes.
Stay tuned next week as I make available $1,500 worth of Trigger Event services to the [...]
The number three mistake sales people make is they ask for, and get, the wrong referrals – referrals to those who are still in the buying mode of Status Quo – when prospects perceive that the product or service from their current supplier meets or exceeds their needs and are unlikely to become your [...]
