Comments on: Window of Dissatisfaction™ http://www.shiftselling.com OUTSELL YOUR COMPETITION by Harnessing 'Trigger Events' to get in front of highly motivated decision makers at EXACTLY the right time Thu, 10 Jun 2010 03:13:51 +0000 hourly 1 http://wordpress.org/?v=3.0 By: Abhay Bhargava http://www.shiftselling.com/window-of-dissatisfaction/comment-page-1/#comment-230 Abhay Bhargava Sun, 20 Jul 2008 06:42:08 +0000 http://www.shiftselling.com/?page_id=18#comment-230 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. 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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