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Greetings!

A couple of items for you before the Tip:

-Yesterday I announced an online auction of
a telephone prospecting training seminar that I
will customize for your calls, and deliver at your
location. ALL of the proceeds from this will go
to the Miracle League of Arizona, an organization
that builds baseball fields for special needs kids.
Check out the page describing this at
http://www.businessbyphone.com/fundraiser.htm

-Last year around this time I ran a promotion
on my 49th birthday that many of you took
advantage of, where I offered 49% off all of our
books, audios, and videos. I turn the big
five-0 in 12 days, and, well, maybe something
similar is coming. Watch your inbox.

On to the Tip:

While working on my new book, "Smart Calling-
Eliminate the Fear, Failure, and Rejection
from Cold Calling," (out in March 2010) I
had the opportunity to interview some
very fascinating people who have lots to
offer for us salespeople.

Craig Elias was a top sales rep for
telecommunications company World-
Com. During its collapse, Craig realized
that he could either find another company
to sell for, or do something on his
own. He chose the latter. He felt that he
could help other sales reps use a model
he discovered and fine-tuned while rising
to the top at Worldcom.

When analyzing his six-and seven-figure
sales, Craig noticed a trend emerging.
Every sale was a result of a Trigger
Event that shifted people from being
someone who never would have bought
from him previously into someone who
was highly likely to buy from him now.
These events moved people into what
Elias calls the “Window of Dissatisfaction.”

Elias’ model identifies three categories
of Trigger Events. Determine how
they apply to you.

1. Bad Experience: The buyer has
an unpleasant experience with a product/
service, people, or a provider. For instance,
there may have been a product/
service change with their existing supplier
that creates dissatisfaction.

2.Change/Transition: The buyer
has a change or transition in people,
places, or priorities. For instance, there
may have been a change in the buyer at
an account.

3. Awareness: The buyer becomes
aware of the need to change for legal,
risk-avoidance, or economic reasons. For
instance: The person may have a new
understanding that buying from someone
like you is less risky or cheaper than continuing
to buy the existing solution.

These events are the types of information
you would like to learn before speaking with
your decision maker. Craig has a useful tool
at his site called a “Won Sales Analysis” that
I suggest you download for free. Instead of
focusing on the sales you’ve lost, this application
helps you to analyze the sales you have won to
help identify the common Trigger Events that
place buyers in that Window of Dissatisfaction.

Get it at www.WonSalesAnalysis.com.