Certainly selling looks like it did 20 or 30 years ago, features and benefits are still the main topic in every sales training, whether in-house or from an outside trainer, and management is pushing the same old ideas about calls into cold and open questions. , but customers are rapidly changing in their behavior, buying habits, knowledge about the market situation, and most importantly, their expectations of vendors.
To sell in itself is to change. The whole business environment is more dynamic, we have many new products on the market, and the competition is bigger, tougher and stronger day by day. Buyers are more informed, seek information for themselves, and seek out suppliers to understand the buyer’s situation, needs, and business.
Sales can no longer solve 21st century situations in the business world using tips and tricks from the last century. The sales challenges of tomorrow cannot be met using the knowledge and strategies of the last century. Those skills and information are not bad; they are simply incomplete for today’s market. Unless this is recognized and the sales professional admits that he or she does not know everything there is to know about sales and customer behavior, there can be no hope of continuing sales excellence as it is.
I think the time is finally right for the dinosaurs of sales to die out.
The 21st century changes the rules of confrontation. New knowledge is needed and also a new set of tools that will include the technology to help you in your search for your next customer.
Technology is developing at a rate that rarely anyone can catch up and, especially in the last two decades, many skilled salespeople are not in a position to use the advantages of technology. In this sense, technology can be your friend or your enemy.
Web 2.0 enables Sales 2.0 and many salespeople are able to take customer communications into their own hands and take it to a whole new level. Sales reps have more control over the tools they use and can always be on, answering customer questions in minutes, not hours or days.
Trigger events are a great set of tools to help you find new market opportunities for your product or service. With trigger events, you’ll find it easier to find businesses that have immediate needs and wants. You are looking for events that can trigger the sales opportunity for you.
Trigger events can be divided based on where they were triggered, inside or outside the company. Therefore, we have two types of trigger events:
Internal trigger events are events triggered within the company or business.
External trigger events are those that we cannot influence, but must adapt to a newly created situation. It affects customer success and could drastically change the business environment.
Internal events can be divided into two main groups: positive or growth-triggering events and negative or stagnation-triggering events. If it shows company growth (hiring 20 new sales reps, or opening new offices, or introducing new products), we can say we have internal growth trigger events.
By learning about trigger events, what they are, where to find them, and how to use them, your benefit is that with this newfound knowledge you’ll be able to qualify leads faster and find your next customer much easier than ever before.
And not only that, you’ll be able to put customers on the market who didn’t feel that way before you contacted them. Trigger events can be a very powerful weapon for the salesperson who wants to be able to qualify leads faster and understand where their customers are, and even identify needs with customers together.
With trigger events, you’ll be better prepared for the challenges customers present to us every day. You’ll be equipped with a whole new set of tools necessary to recognize who could (and should be) in the market today for your product or service, giving you a better understanding of where you should focus your sales activities.
By learning about this new set of tools, you will be reminded, motivated and pushed to do more for your sales career and your sales numbers. A salesperson needs to grow, try to reach the next goal and have a life full of success in his profession, which makes life more worthwhile.