SHiFT! - TURN PROSPECTS INTO CUSTOMERS by Harnessing Trigger Events

Every day, decision makers experience Trigger Events that shift them into the Window of Dissatisfaction and turn them into highly motivated buyers.

In order to get to these highly motivated buyers before your competition you need to identify the specific Trigger Events for the products/services that you sell. One way to identify the Trigger Events for what you sell is to conduct a Won Sales Analysis.

When you conduct a Won Sales Analysis you will identify specific the Trigger Events that lead up to the opportunities that you closed. With this information you will know which of your current opportunities are most likely to close and what are the best opportunities to look for in the future.

Here is something I find very interesting, when you search Google for the term sales analysis - by using quotes around the words “sales analysis” - you’ll find somewhere around one million pages on how to conduct a “sales analysis”. When you want to understand how you lost a sale and you search Google for the term “lost sales analysis”, you will find around 1,000 web pages. When you want to understand how you won a sale and you search Google for the term “won sales analysis” you will find, on my last check, less than 100 pages.

Of all the pages on the Internet that talk about sales analysis, less than 0.1% talk about how to analyze the sales you lose and less than .01% talk about how to win more business by analyzing the sales that you have already won.

So start conducting a Won Sales Analysis after every sale you win and soon you’ll start seeing Trigger Events everywhere!

Three actions you can take to learn more about Won Sales Analysis:

1. Download the Won Sales Analysis template and instructions
2. Read our posts related to Won Sales Analysis
3. Read the page on how to become the Emotional Favorite of those who experience the Trigger Events identified by your Won Sales Analysis

Contact me when you want to learn simple strategies that will help you spend more time selling to those who are most likely to buy from you.