Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an immediate need and must take care of it. This is a trigger event.
If we transfer this to a business environment, you will understand what trigger events means for any existing business. A trigger is a need to buy, an event …

In my previous article I was talking how If you live by price – you will die by price.
Let’s talk further about how to close the deal without discounting.
If you base your offer on your price only, there is a good chance that someone will have lower price than you, or you can end up in the bidding war that distracts from solutions. To avoid that, base your proposal in achieving more goals for your prospects, not just to save money, because every other salesperson will say exactly the same.
Customer …

The problem:
There has been a revolution in everything in our society except in sales. “New” sales books are still talking about the same tips, tricks and techniques that were working in the last century. Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at every sales training, and management is pushing the same old ideas about cold calling, pipeline volume, and counting every activity (volume vs. relationship).
But selling itself is changing. The whole business environment is more dynamic; your customers …

This is one of those videos, that makes you think.

Years it took to reach a market audience of 50 million:

Radio — 38 years
TV — 13 years
Internet — 4 years
iPod — 3 years
Facebook — 2 years

It is estimated that a week’s worth of the New York Times contains more information than a person was likely to come across in a lifetime in the 18th century (I’ve used this info in my book “Trigger events” in 2007!)
There are 31 Billion searches on Google every month. In 2006, this number was 2.7 Billion. …

Big money makers take matters into their own hands. They don’t sit around waiting for the next sale to walk through the door.
They know the number one mistake salespeople make is delaying or neglecting their own ongoing sales education.
That’s why I am recommending an excellent sales advice book written by 50 leading experts. It costs a whopping 25 bucks, so the publisher has thrown in 3 grand in complimentary sales tools for you from top sales and business growth leaders, including my Cheat sheet – Correcting Your Weak Points (don’t …