Shift!: Harness the Trigger Events That Turn Prospects into Customers

by Elias, Craig; Shanto, Tibor

• ISBN13: 9781450240079
• ISBN10: 1450240070
• Format: Paperback
• Copyright: 2010-06-25
• Publisher: Textstream

Summary

Th ere is a silver bullet in sales - when you get tohighly motivated decision makers at EXACTL Y the right time:after they experience a 'Trigger Event' BUT (or AN D) beforethey call your competition.When you have the right timing the sale almost happens by itself-There are few challenges getting to the prospect, understandingtheir dissatisfaction, presenting a solution, or closing the sale.By luck or sheer numbers you've had timing happen before,"... simple but profound truths that will help you leverage intent for immediate actionand cut down the selling cycle, while creating lasting bonds with customers."-Stephen M.R. Covey, author of the New York Timesand #1 Wall Street Journal bestseller The Speed of Trust"... an entirely new perspective on things that are hiding in plain sightfor all sales professionals. Well done!"-Kevin Fancey, Senior Vice President of Sales, Ricoh Canada Inc"By combining the power of relationships with timing - what Elias and Shanto call"Trigger Events" - the authors present a powerful sales strategy..."-Keith Ferr azzi, #1 NYT Bestselling author ofWho's Got Your Back and Never Eat Alone"Elias and Shanto have brought referrals into the 21st Century, showing youhow to ... capitalize on the key moments that will bring you success in a busy,fast-paced world. This is a must read!"-Ivan Misner, NY Times Bestselling author and Founderof BNI and the Referral Institute