Advanced Trigger Selling - Tibor Shanto
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The document discusses using proactive triggers to acquire new clients rather than waiting for reactive trigger events. It argues that taking a proactive approach can manipulate the client's buying process and increase closing percentages. Examples are provided of creating reactions in potential clients by focusing on their needs rather than waiting for an external event. The key is to understand clients, profile them, and give them a reason to react by addressing gaps between their current and planned states. This allows influencing more "status quo" clients who may not yet be actively searching but can be motivated by a solution.
Advanced Trigger Selling - Tibor Shanto
- 1. Advanced Triggers – A Proactive Approach to Client Acquisition
- 2. Quick Look BackTriggering not Triggered Proactive vs. ReactiveTriggering ActionExamplesTriggers
- 3. TiborShantoB2B New Business AcquisitionHelping companies and individuals succeed and sell better by delivering results rather than just completing tasksFocus on Execution:Everything else is just Talk!
- 4. -ProactiveJoe Sugarman – Triggers (1978)Compelling Events- Reactive
- 5. Triggers 101Trigger Cause that leads to EffectMore specifically a reaction or response
- 6. SLIDE :6Buyers have a process. Knowing that process and then manipulating it is key.
- 7. From The Book: Buying ModesWindow of Dissatisfaction™SearchingAlternativesStatusQuoHappy with Status QuoNot Searching For AlternativesUnhappy with Status QuoNot Searching For AlternativesUnhappy with Status QuoSearching For Alternatives
- 8. Basic – Entry Level TriggersTrigger Events
- 9. Lost DealTells us what to avoid
- 10. Reduces risk – slightly
- 11. Improves Timing
- 12. Accelerates CycleLeveraging ExperienceNo Decision
- 13. Tells us who/what to avoid
- 15. Improves Timing
- 17. Greatest opportunity for ROE
- 18. Won Deals
- 19. Tells us what to look for, move towards
- 21. Reduces time to deal – measurably
- 22. Improves Timing 360 Degree Deal View
- 23. Important FundamentalBut now that you have Mastered the BasicsSLIDE :10
- 24. New Business AcquisitionHuntingPareto Principle > Shanto PrincipleProactive vs. Reactive
- 25. Everything New is Old, AgainCompelling Events Trigger EventsReactiveChallengeEvents defined by time and place Reactive in NatureEveryone finds out at the same timeNew FinancingExecutive ChangeRegulatoryM&AReverts to a question of who is fastest, smartest, and/or better prepared, or - luckiest
- 26. How Long Can You Wait?SLIDE :14There is no Sales Metric for Waiting!!
- 27. Triggers vs. Trigger Events
- 28. Triggered ResponsesNo matter what it is still a people gameNeuroscienceBusted Half Truths and Perpetuated Myths!“People buy on emotion and then rationalize it”Well Not Exactly!Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain; Patrick Renvoise, Christophe Morin
- 30. The 6 Stimuli that always Trigger a responseSelf-CenteredContrastTangibleBeginning and EndVisualEmotionSLIDE :18Neuromarketing: Understanding the Buy Buttons in Your Customer's Brain; P. Renvoise, C. MorinThere is a Sales Metric for Initiating a SaleProactive Prospecting
- 31. Current Framework – A Different ViewReactive80%PerchSystemMinnowSharkIns ightKnowledgeInformationSale 2.0UnderstandReady/WillingExecute20%Proactive
- 32. Events and the ProcessReactiveBuying ProcessSelling ProcessTE
- 33. Conventional WisdomBuyers’ Modes% of MarketClose %Status Quo65%NilNot Happy Not Looking20%HighIn Play15%low
- 34. Redefining Status QuoOld School:Perception is Happy with the state of things – closed to alternativesReality:Yet to perceive a solution to their requirementSLIDE :22
- 35. Proactive ApproachWhat if you can trigger the same or similar reaction that the event you wait for would?Not motivated by events – motivated by solutionDidn’t Experience an eventThey Experienced a ShantoSLIDE :23360 Degree Deal View
- 36. With A Little Bit of Work?Buyers’ Modes% of MarketClose %Status Quo65%NilX 10% = 6.5%Not Happy Not Looking20%HighX 30% = 6%In Play15%lowX 40% = 6%
- 37. Triggering The ProcessEThe Selling ProcessReactiveStatus QuoTEThe Buying ProcessProactiveTrigger
- 38. Example OneVolvo Trucks:2004 Pick Of The Litter Runner Up - http://www.accountplanningawards.com/#8 out of 10 would have classified as SQ > Nurture or – entered into a price driven discussion
- 39. Example TwoOffice Supply CFO“What does it take for you to get a pencil in your hand”Cost Take OutProductivityEfficiencyManaged ServicesCompetitive Edge!
- 40. Example ThreeActual Planned Possibilities85/15 75/25 Why GapEstablish Rekindle ExploreSelling to the Gap
- 41. Take Away and Action ItemsUnderstand your targetsProfile your targetsInsideViewSocial MediaSocial NetworksReal WorldImmerse in their worldUnderstand what they react toGive them a reason to reactExecuteSLIDE :29
- 42. The Real Question!SLIDE :30Reactive
- 43. The Real Question!SLIDE :31Proactive
- 45. Thank you!Questions!?!What’s in Your Pipeline?
- 46. Thank you!Tibor ShantoRenbor Sales Solutions Inc.Phone:+1 416 822-7781E-mail: Tibor.Shanto@sellbetter.caBlog: www.sellbetter.ca/blogtwitter.com/renborWhat’s in Your Pipeline?
- 47. | SLIDE :35Social Selling University is not like social media courses which are typically designed for marketing departments. Social selling is a series of content that is being developed around how social media can be used to identify new opportunities and engage customers/prospects in social networks they spend the most time in. LinkedIn, Twitter, blogs and other social networks are filled with people asking for advice on products and looking to engage with friends, peers and experts to make intelligent buying decisions. This is where the opportunities are being created and sales people need to be part of those conversations.###Social Selling University is brought to you by InsideView a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity. We were founded in 2005 by pioneers of the SaaS, CRM and Content industries to take advantage of the convergence of social media and enterprise applications.