SHiFT!: Harness The Trigger Events That Turn Prospects Into Customers by Tibor Shanto & Craig Elias

Author:Tibor Shanto & Craig Elias [Shanto, Tibor]
Language: eng
Format: epub
ISBN: 9781450240086
Publisher: iUniverse
Published: 2010-06-24T16:00:00+00:00

SHIFT!

There are three key things to take away from this chapter:

1. THE FIRST PERSON A DECISION MAKER CALLS when a Trigger Event makes them want something is their Emotional Favorite.

2. THOSE WORTH BUILDING A PROACTIVE RELATIONSHIP WITH are decision-makers, similar to the ones identified in your Won Sales Analysis, that have money, authority, and influence, and share your aspirations, values, and interests.

3. YOU BECOME THE FIRST PERSON DECISION MAKERS CALL by aligning your motives and aspirations to theirs.

Action

To take advantage of what you now know, you should do the following:

1. Stop trying to be liked by everyone and start being loved by those who matter the most.

2. Differentiate yourself from your competitors by always asking decision-makers about problems that are not related to what you sell.

3. Build an Emotional Favorite relationship strategy based on the Emotional Favorite worksheet so that you can start building relationships with those who are highly likely to become influential decision-makers in the future, not just those who have that status today.

Resources

• A full sized (8.5 X 11) version and a completed example of Emotional Favorite strategy worksheet can be downloaded from www.TriggerEventBook.com/emotional-favorite

• Special offers and information on Sales 2.0 tools and services that are related to becoming the Emotional Favorite, such as LinkedIn , can be found at www.TriggerEconomy.com

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