The first chapter of SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS is about a power selling window called the Window of Dissatisfaction™.
Download this chapter and you also get access to the recording of a Trigger Event Selling™ webinar that had 1,500 registrants.
Research shows that you are five times more likely to close a sale when you have the right timing – getting in front of the right buyer at EXACTLY the right time.
To get the right timing you need to understand, be able to identify, and know how to capitalize on, a unique selling window called the Window of Dissatisfaction™.
Buying Modes
It does not matter what you sell or who you are selling to, buyers are always in one of three Buying Modes:
- Status Quo: Status Quo is when a potential buyer perceives their current product or service meets or exceeds their needs.
- Searching for Alternatives: Searching for Alternatives is when a buyer realizes their current product or service no longer meets their needs and are actively engaged in the process of searching for alternatives.
- Window of Dissatisfaction: A Window of Dissatisfaction exists between Status Quo and Searching for Alternatives – after the buyer realizes that their current product or service no longer meets their needs but before they have started the process of searching for alternatives.
Truly savvy sales professionals focus their efforts on getting to those who recently entered the Window of Dissatisfaction before the competition. One way to make this happen is to focus on the Trigger Events that shift buyers out of Status Quo into the Window of Dissatisfaction.
Three ways you can benefit from the Window of Dissatisfaction™:
- Read the page on the three types of Trigger Events to look for
- Read our posts related to the Window of Dissatisfaction
- Learn the secrets of Trigger Event Selling
Contact me when you want to learn about timing strategies that will help you capitalize on the Window of Dissatisfaction to sell more, sell sooner, and sell at a much higher price.
This is just so correct. In my 8 years of selling, I have witnessed, through self experience and that of colleagues/ seniors/ reportees:
a) One may just be trying to bang their head on a brick wall at a prospect that appears perfect – lot of money to spend, technically the right fit – but falling into that status quo category – implying that they will probably not be a customer for a long time
b) Losing deals to competitors owing to discriminatory specs that rule out one’s product/ service, implying that the prospect really saw more value in what someone else told him about – this ideally points to the concept outlined here about the “window of dissatisfaction” – someone got in there while that window was open and got success.
I have personally used this kind of window many a times – something that is core to this is to build a relationship with the prospect, so that they dont think of you as just a sales guy but someone who can objectively provide them with updated information on the marketspace. This relationship will allow for the window to stay open for you for the longest time possible, and allow for a sureshot closure with the client.
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