Trigger Events - The Anatomy of Sales Wisdom

Posted by Dave Kurlan on Wed, Jun 16, 2010 @ 09:06 AM

ListeningConsider whether this ever happens to you.

You're listening to music when a song begins to play that was first popular when you were in high school, college, at a particular event, or with a certain person.  Immediately, you are in the time machine, back when that song had its first impact on your senses.  Am I the only one this happens to?  I refer to these moments as Trigger Events, when something or someone triggers your time machine and sends you down memory lane.

Trigger Events should happen during sales calls, sales processes, and sales meetings too.  When a prospect says or does something it should trigger the salesperson's time machine, bringing him back to an important sales event where something like the current scenario took place before.  If the outcome from that memorable call was negative, it should cause the salesperson, in the present moment, to apply the lesson learned from the trip back to Sales Past.  If the outcome from that memorable call was positive, it should cause the salesperson, in the present moment, to consider whether the current scenario is identical, or merely similar.  Similar is the more likely comparison and should prevent the salesperson from getting excited, taking shortcuts and being less thorough.

Some may call what I am describing nothing more than experience, wisdom or intuition.  It doesn't really matter what you call it, as long as your salespeople do it during every conversation.

Speaking of Events, there is one I must mention.

You might remember that I am hosting my Annual Kurlan Sales Leadership Intensive this month.  You may have also noticed that it sold out early.  We had a waiting list and finally decided to present it again for the folks on the waiting list.  This will be a much smaller group than the original program that was limited to 24.  It will be held on July 28-30 and if you're interested in attending, you can simply type your email address into the widget below and we'll get back to you with information.  This page has information from the June event.  Everything will be the same except for the group size and the dates.

 

 

Topics: Dave Kurlan, sales management, sales leadership, Sales Force, Sales Triggers

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader