Become a sales trigger wizard

When working in the selling business, every bit of information one can gather, is of vital importance for the accomplishment of a sale. Nowadays, it is easy to lose track of what happens around us, but even more to be able to filter and pin point the right data that is useful for our business. This is why sales trigger events come into action. They allow to narrow down the list of potential customers to the ones who are most likely in need of your product, by focusing on significant happenings that caused a change in the status quo.

Events can occur both internally and externally for a company and usually involve:

-change in executive staff

-changes in funding

-new product launches

-mergers and acquisitions

-social networking

-expansion/new locations

Though, of a broader category, dissatisfaction is considered to be one of the most powerful triggers for sale. Having access to the people who are dissatisfied and having access to the information that will help them raise their level of satisfaction is gold for a sales rep.

But how can these events have an effect on your sales?

Changes in executive staff for example open an opportunity to sell making it easier for the new management to change suppliers because they can say that a previously poor choice was someone else’s decision. On the other hand, new product launches create demand for supporting products and services that can fuel sales growth for the new product.

Being able to dig the right events is not an easy task to master, but the best way to start is definitely by focusing on companies that reflect your business and trying to think outside of the box. If you sell furniture for example, track the companies that are planning a relocation. If you are a wedding planner, engagement ring purchases would be great sales triggers; as well as hacker attacks if you work in an IT security company.

Other tips you may need:

1. show your clients that you can create a value for them early in the business

2. discover their hot buttons and why they should buy your product or service

3. always show interest in their issues and concern over their needs and wants

4. as soon as a trigger is identified, act upon it as quickly as possible

Moreover, sales trigger events are excellent drivers for selling because:

-they let you engage with more prospects

-they increase your pipeline

-they reduce the sales cycle

-they reduce the time you would normally spend surfing the internet for information

We at IKO are fascinated by the potential of sales triggers and can’t wait to show you our new exciting development… stay tuned!