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 (aka Trigger Event Analysis).
By downloading and using the Won Sales Analysis worksheet you will identify, and start seeing, the specific the Trigger Events that led to sales you previously won. 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 I last searched Google for the term sales analysis – by using quotes around the words “sales analysis” – I found about 500,000 pages on how to conduct a “sales analysis”. When I searched Google for the term “lost sales analysis”, I found about 90,000 web pages on how to analyze the sales that you lose. But when I searched Google for the term “won sales analysis” I found less than 100 pages.
Of all the pages on the Internet that talk about sales analysis, less than 18% talk about how to analyze the sales you lose and less than .02% 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!
Four ways you can benefit from Won Sales Analysis:
- Download the Won Sales Analysis template and instructions
- Read our posts related to Won Sales Analysis
- Read the page on how to become a decision maker’s Emotional Favorite and get called first when decision makers experience a Trigger Event
- Learn the secrets of Trigger Event Selling
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.
Craig,
I couldn’t agree more. People often do their sales spiel – when they win they’re high – when they lose their down … and the cycle continues.
Far too few people take the time to really think what made this sale work – what made this one tank – how can I do this again – and how can I improve on this?
It’s similar to systematizing a business. Flocks of people run around doing the same thing over and over again from start to finish without taking the time to sit down and make it a system.
Establishing a system for every aspect that can be made into one has always proved effective. But it does take time. And it does require taking the blind fold off from time to time – which is hard for so many, isn’t it.
Cheers,
Vote:Mike
Interesting concept that really should be part of the sales process analysis. Look at what works and we can improve upon it. Thanks
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