Get More Business Show – Craig Elias – Trigger Sales

Join me today on Blog Talk Radio.  Call-in Number: (3…

Today we’re gonna talk about that “dirty little five letter word” that most of coaches would abhor to use – sales! Coaches do not sell! Right?

Well as a coach you absolutely MUST know how to sell or you will be out of the coaching business real quick!

Just before the call Craig Elias sent me an article that he thought would be appropriate for my audience of coaches, speakers & authors – I agree it’s perfect. Here is the article by Craig Elais that was discussed in detail on the Get More Business Show.

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2) Be THE expert in what you teach – Specialize, speak, and write. I specialize in just one thing timing: repeatedly getting to the right person at EXACTLY the right time. I have written a number of articles, and done several webinars. As a result I now have a publishing agreement signed and a book due out in April next year: “SHiFT! OUTSELL YOUR COMPETITION by Leveraging Trigger Events”, and having a book makes you the ultimate expert.

3) Create a market – Creating my own terminology means that when people check the web for any of the major components to what I teach – “Window of Dissatisfaction”, “Trigger Event Selling”, “Won Sales Analysis”, “Emotional Favourite”, “Trigger Event Referrals”, “First Call Effectiveness” I dominate the top 10, 20, and in some cases even the top 50 Google search results.

4) Protect your market – I own 192 domains names related to what I teach. This makes it easy for people to find me and makes it harder for a copycat to market themselves. E.g. TriggerEventSeling.com, TriggerSelling.com, Trigger-Event-Selling.com, WindowOfDissatisfaction.com, WonSalesAnalysis.com, EmotionalFavourite.com, FirstCallEffectiveness.com. I tried the Trademark route but found that there were so many different classifications a competitor could use to copy Trigger Event Selling and because I would have to Trademark in so many different countries, I would spend 20 times as much money doing trademarks vs. leveraging a large number of domain names.

5) STATE YOUR POSITION – Polarize your audience. If you believe that the best sales people make the best sales managers, SAY IT OUT LOUD. You will create a loyal following that believes in the same things you do and you will get some extra exposure by being provocative. For instance I say that timing is THE SILVER BULLET IN SALES. Some people may disagree but even if they do disagree they remember who I am and that makes it more likely they will notice me in the press and at some point they’ll come around because of what is called the “Lemming Effect” if a large group starts, or is perceived to have started, doing something others follow because they fear being left behind if they don’t. E.g. I recently did a webinar that had over 1,400 registrants. Mentioning that when I speak and write – notice I am mentioning it here – will have others wanting to know what they are missing out on. If you want to know what you’re missing out on, you can get access to the recording and the handout by downloading the preview chapter of my book at www.TriggerEventBook.com.

6) Get exposure – This year my goal was to get 24 pieces of exposure (be interviewed, have a story written, be part of a podcast, etc.) and of last week I had my 24th piece of exposure. Having and stating your position will help you get in the more exposure. Ten pieces of exposure on smaller sites or niche outlets is as, if not more, effective than one piece of exposure in one major outlet. Check out HARO – Help a Reporter Out. It comes out three times a day and so far it alone has resulted in 5 interviews in the last few months. Getting all the exposure also helps me to increase the “Lemming Effect” that I mentioned in #5 above. P.S. I also own the domain names LemmingEffect.com and TheLemmingEffect.com…are you beginning to get the picture ?

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Thanks Craig! Great Message! Wonderful Interview.

You’ve heard there is no “magic formula” to sales. But there is. It is called timing – getting in front of the right person at EXACTLY the right time.

When you have the right timing the sale  (or your prospect hiring you) almost happens by itself - No challenges getting to the customer, understanding their dissatisfaction, presenting a solution, or closing the sale. Research shows that the average sales person is five times more likely to make a sale when they have the right timing.

Today on the Get More Business Show, guest, Craig Elias help listeners how to identify and use events that trigger the buying process–Triggered Events–take someone who never would have bought from you yesterday, and turns them into someone highly likely to buy from you today.

Learn how to discover your prospects window of dissatisfaction and present the solution of your coaching message perfectly timed to when they are the most likely to hire you.

You can go to Craig’s website and download a form that will help you analize your “Won Sales” to discover your trigger event that causes prospects to hire you on the spot.

Craig Elias is the creator of Trigger Event Selling™, and contributing author to the #1 Selling Book on both Amazon and The Wall Street Journal “Masters of Sales”. Craig has, for almost 20 years, used Trigger Event strategies to be a top sales performer at EVERY company he has worked for. He has received coverage on NBC news, in The New York Times, The Nikkei Marketing Journal, Sales and Marketing magazine and won a $1,000,000 prize in a billion dollar idea competition.

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