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Prospecting Secrets: Learn How to Use Trigger Events
Manage episode 293490667 series 2883309
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Searching for trigger events is the first step forming three main keys of every sale that are:
1. Researching and qualifying your customers
2. Being in front of them
3. Being there when they are ready to buy — the timing
To start the sales process you need to find out who could be in the market today, and then recognize your selected customer’s wants and needs. You need to have a 360-degree view of your prospects.
When you are selling you need to differentiate and trigger events will make this possible.
Customers will be positively shocked with your due diligence and the fact-finding mission you accomplished with them. When you contact your prospects and on the first conversation you leave them with the impression you know their situation very well — you care to help, and you can add value to them, you are much closer to signing a deal than anybody else.
After discovering trigger events, the next steps are to develop the customer’s perception of your unique value. What can you do for them? How your solution can actually create value for them?
Trigger events will give you the clue about the timing too.
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