For those of us in sales, we find that deals move when something happens. Not when you call or stop by — the prospect buys when he or she has an event that prompts movement from the status quo.
The foremost expert in Trigger Events is Craig Elias of Shift Selling. I had the opportunity to host Craig on a recent webinar entitled “Close More Deals by Christmas.” It was a great presentation and I share it here. I hope you enjoy it.