Triggers Fundamentals (101) – Events
Today – Thursday, March 31, 2011
1:00 pm Eastern Time /10:00 am Pacific
We are all familiar with the “domino effect”, one domino falls, causing the others to fall in a predictable way, the thing that causes the domino to fall in the first place is the “Trigger”. In sales there are many types of triggers, some simple and visible, others more intricate and not always in plain view.
Events are the simplest and most obvious form of triggers in sales, something happens, and this event sets things in motion, the dominos falling. How well prepared you are in advance will help determine how well you can leverage events when they come to your advantage. Events can include change in personnel in an account, a competing vendor; change in regulation; mergers and acquisitions; regulatory; economic and more. How well you plan, recognize and react to a given event will have direct impact on your success in winning more customers, penetrating and retaining existing clients; all with greater predictability and in shorter time frames.
This session will present the basics of buying modes, strategies and tactics on how to prepare for and act on key events that will advance your sales. You will learn specific steps to execute that will help you identify key events, and execute your plan to take full advantage of and to ensure that dominos fall your way.
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About the classes:
- Classes are designed for all levels of sales professionals (reps-execs)
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