Going back to basics

Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in 21st century. In fact, one of the rewards of a successful sales career is the stimulating learning process - it's never dull unless that's how you make it.

SBA Business Planning Center research shows that 19 of 20 sales people are not investing time or effort to develop their skills further.

Discovering customer's needs in today's world is a very valuable tool and it makes a huge difference with your customers, showing them that you understand them and you are qualified to get their business.

If you understand customers better than anyone else, you will be able to find the way to show them value when dealing with you.

As a sales professional you know that many times you must create a specialized situation and find out buying motives to satisfy them. Throughout your career you have learned about visible and invisible market; how to put customers on the market even when they feel they are not buying anything at the moment; and I am sure you know how to explain to customers how much money they are losing by postponing their buying decision.

When you learn about trigger events and how to recognize them, you are starting the process of fact-finding, which is a fundamental part of sales. Actually, I would say that fact-finding IS sales.

This is where you are looking at the three main keys of every sale:

1. first comes researching and qualifying your customers
2. the second part is being in front of them (face to face, or closing them over the phone if you are in telemarketing),
3. third, it's a most important key of every sale: be in front of them at the exactly precise time when they are ready to buy!

How will you know when they are ready to buy or when they have a need? How to recognize customers with needs? How to uncover their hidden needs? How to make them realize that they are on the market?

Learn about Trigger Events and it will bring you a step ahead of your competition, which are most definitely not spending enough time to learn about the customers before any sales call is made.
A trigger is a need to buy, an event that pushes you to buy the product right now. Not 6 months or a year down the road, but now.

This is true for the biggest corporations in the world and the small businesses oriented locally (70% of all U.S. businesses are so called

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