Trigger Events

Consider that salespeople require answers to these fundamental questions:

* How am I going to find my next customer?
* How can I differentiate prospects from suspects?
* Can I avoid the uncertainty and inefficiency of cold calling?
* How can I determine my customer's needs and wants without assuming?
* How can I know if my customer is ready to buy?
* How can I get to presentation and closing faster?

You are not alone here. The issue of getting new customers is a problem in every industry. The problem is that many salespeople are trying to find answers to these questions through methods that were effective in the past but are not suited for today's buyers - who are skeptical of businesses, resist being sold to and know how to use technology to gain advantages over salespeople.

If you are a novice sales rep, seasoned sales veteran or non-sales-savvy enterpreneur, looking for customers......

YOU NEED TO READ "TRIGGER EVENTS"

Paradigm shifts often begin with the simplest of ideas; a single concept that, in retrospect, is blatantly obvious as the solution for a long-standing problem.

The book "Trigger Events - How to Find Your Next Customer" is a perfect example of how a major shift can result from using something that's right there in front of us - in this case, events that create buyer needs.

This book introduces a revolutionary sales paradigm that is fully grounded in today's realities. It not only answers these fundamental questions (by the way, you can eliminate cold calling altogether) it provides a salesperson with a set of tools that creates the ability to appear in front of a customer with precise knowledge of the customer?s needs?at exactly the time (or even before) the needs are realized by the customer.

You will:
- Discover the Pandora's Box of lead-generating information
- Overcome the odds against success
- Become aware of the dynamics of the invisible market and how to tap into it
- Understand internal and external trigger events--the key for finding customers
- Learn how to use trigger events to differentiate prospects and to time your presentations
- Know about economic competition and how to leverage that knowledge for increased success

Get the book today by visiting www.AlenMajer.com

By definition, a sale is the act of meeting prospective buyers and providing them with a product or service in return for money or other agreed upon compensation. A sale is an act of completion of a commercial activity. The "deal is closed", means the customer has consented to the proposed product or service by making full or partial payment (as in the case of installments) to the seller.

Selling is therefore a process in which you need to follow certain steps, one at a time, to reach your final goal - the sale itself.
The same fundamentals that govern the direct sale of tangible goods govern the indirect sales of intangible goods.
Your sales process will also depend on your efforts invested in research and understanding your customer base, together with your energy and enthusiasm about your product.

Sometimes you can skip some steps if the customer is giving you signals to move further, faster. Otherwise, it solely depends on you and your readiness to be prepared before contacting the prospect.

If we simplify the whole sales process we can agree that there are four major steps in sales:
1. opening/qualifying
2. information gathering
3. presentation of your proposal, and
4. closing.

Opening phase is usually a result of a cold call to someone who has not yet heard of you or thought about working with you.

Information gathering is a second step when sales person is asking customers what they do, how they do it, and why they do it that way. Then he/she ask how his company can help them do it better. Usually second step means getting the meeting or presentation opportunity.

Proposal is next step when sales person is giving the presentation based on the gathered information, and giving the recommendation or meaningful solution to solve their pains, issues, or needs.

When customer decides to buy that is a fourth step in sales process and the only step that actually counts - closing the deal. This means they see the value in your solution and you assisted to buyer to make a decision based on information you provided.

When you don't close the deal you did not completed your process. It is very similar to playing baseball when you get to the third base but never reach home and score; in sales this means you have gone through three steps but on the end you didn't engaged buyer enough to see the value in your solution.

You didn't address their needs that will trigger a buy to happen. You have wasted your time and your customer's time, and there is hardly any chance of getting back to that customer to try to sell again.

There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: "new" sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people.

Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at every sales training, whether internally done or from an outside trainer, and management is pushing the same old ideas about cold calling and open-ended questions, but customers are changing rapidly in their behavior, buying habits, knowledge about the situation on the market, and most important - their expectations from sellers.

(Read more at www.alenmajer.com)