Shift!: Harness The Trigger Events That Turn Prospects Into Customers

Craig Elias

Published by iUniverse, 2010
ISBN 10: 1450240070 / ISBN 13: 9781450240079
Used / Paperback / Quantity Available: 0
Available From More Booksellers
View all  copies of this book

About the Book

We're sorry; this specific copy is no longer available. AbeBooks has millions of books. We've listed similar copies below.

Description:

We ship International with Tracking Number! May not contain Access Codes or Supplements. Buy with confidence, excellent customer service! L. Bookseller Inventory #

About this title:

Book ratings provided by Goodreads:
3.8 avg rating
(10 ratings)

Synopsis: Th ere is a silver bullet in sales - when you get to highly motivated decision makers at EXACTL Y the right time: after they experience a 'Trigger Event' BUT (or AN D) before they call your competition. When you have the right timing the sale almost happens by itself- There are few challenges getting to the prospect, understanding their dissatisfaction, presenting a solution, or closing the sale. By luck or sheer numbers you've had timing happen before, "... simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers." -Stephen M.R. Covey, author of the New York Times and #1 Wall Street Journal bestseller The Speed of Trust "... an entirely new perspective on things that are hiding in plain sight for all sales professionals. Well done!" -Kevin Fancey, Senior Vice President of Sales, Ricoh Canada Inc "By combining the power of relationships with timing - what Elias and Shanto call "Trigger Events" - the authors present a powerful sales strategy..." -Keith Ferr azzi, #1 NYT Bestselling author of Who's Got Your Back and Never Eat Alone "Elias and Shanto have brought referrals into the 21st Century, showing you how to ... capitalize on the key moments that will bring you success in a busy, fast-paced world. This is a must read!" -Ivan Misner, NY Times Bestselling author and Founder of BNI and the Referral Institute

From the Back Cover: Selling, like life, is all about timing. This book is about timing and understanding the events that trigger timing (Trigger Events) and harnessing them to close more sales sooner. It's about mastering the art and science of getting in front of the right person at exactly the right time--which we call the Window of Dissatisfaction(tm)-- and then doing the right things when you have timing.

Knowing that Trigger Events result in highly productive sales efforts and deeply loyal customers will help you to close sales sooner and take home a much bigger commission check. Once you understand this timing--and it's easier than you think--you can learn to take the right action based on the decision-maker's buying mode. You can enjoy a much higher close ratio than you're experiencing right now, on bigger deals that close much more quickly, so you can move on and start selling to someone else more quickly.

The secret to being successful in sales is perfecting your timing. That means getting in front of the right person at exactly the right time. To do that, you must understand the power of something that has a dramatic impact on the sales cycle, which most salespeople don't spend enough time understanding. It's called Path Dependency.

PATH DEPENDENCY

Path Dependency is what happens when decision-makers have done the same thing in the same way for so long that it's easier for them to keep doing the same things the way they have always done them. Most of the time, when you are selling, this is your competition--unless there is a compelling reason to change and a Trigger Event that makes them want to change right now.

All salespeople face the same competition: the prospective buyer's predisposition to keep doing exactly what they are already doing. When decision-makers have Path Dependency, the investment of time, money, energy, or attention they've already made in something prevents them from taking a different approach.

Just think of the way you type using a standard QWERTY keyboard (which is named after the first six letters in the top row of a keyboard). Most people have been trained to type using that keyboard layout. Why is that? We all type that way because, on the earliest manual typewriters, the keys kept getting stuck when people typed too fast. The QWERTY keyboard was actually designed to keep the keys from jamming the mechanism! The problem is that people wanted to type faster.

The Dvorak Simplified Keyboard solved that problem. It allowed people to type faster without the keys jamming. However, people had invested so much time in learning to type with a QWERTY keyboard that they did not want to forgo the investment they had made or reinvest their time, money, and effort in learning something new. This is the power of Path Dependency: almost everyone is still typing on the QWERTY keyboard to this day!

The real challenge, and the real competition, is that buyers think they don't have a problem. They're happy with the Status Quo. They are too busy doing what they're already doing (i.e., taking care of things they're used to taking care of) to look at what you have to offer. Initially, it seems as though, no matter what you do, you just can't get their attention. That's the effect of Path Dependency. Once we are used to doing something, it's a lot easier to keep doing what we've always done.

Think of it this way: You have a car that you like driving, and have had generally good experiences with it over the years. On your way home from work one night, the transmission breaks. You have the car towed to the local garage, and the next day, you learn that it will cost $400 to fix the transmission.

Do you buy a whole new car or do you pay $400 to fix the transmission? If you're like most of us, you'll pay to fix the transmission. Why? Because buying a brand new car is a big undertaking, and it connects to a lot of variables you don't particularly feel like dealing with right now. Plus, you already have a good set of experiences with the car you're driving. So you fix that one.

In fact, if something else goes wrong with the car in several months from now, you'd probably still pay to repair the vehicle rather than buy a brand new one. Sometimes, it takes a pretty dense combination of things going wrong for us to start thinking about the major commitment, such as selecting, financing, and purchasing a brand new vehicle.

Your true competition is not a competitor who provides a similar product or service. It's the path the buyer has become used to traveling. And yet, what would happen if that person decided, for whatever reason, that the Status Quo was no longer sufficient? What would happen if you could get in front of the decision-maker on the day this happened? How would that affect your ability to make a sale and build a rewarding long-term relationship?

SEE THINGS DIFFERENTLY

If you want to improve your close ratio, you might upgrade your presentation and closing skills.

If you wanted to increase your total opportunities, you might upgrade your prospecting skills.

If you wanted to increase your deal size, you might target different customers or sell different products and services.

But if you want to improve all these things at the same time, you would have to improve your timing. You could probably use some assistance with understanding and upgrading your timing strategy. This means you will need to SHIFT your focus, and SHIFT your tactics, so that you can SHIFT your results.

"About this title" may belong to another edition of this title.

Bibliographic Details

Title: Shift!: Harness The Trigger Events That Turn...
Publisher: iUniverse
Publication Date: 2010
Binding: Paperback
Book Condition: Used: Good

Top Search Results from the AbeBooks Marketplace

1.

Craig Elias; Tibor Shanto
Published by iUniverse, Incorporated
ISBN 10: 1450240070 ISBN 13: 9781450240079
Used Paperback Quantity Available: 1
Seller
Books Squared
(Dallas, TX, U.S.A.)
Rating
[?]

Book Description iUniverse, Incorporated. Paperback. Book Condition: Very Good. Nice condition with minor indications of previous handling. Bookseller Inventory # G1450240070I4N00

More Information About This Seller | Ask Bookseller a Question

Buy Used
US$ 5.63
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

2.

Craig Elias, Tibor Shanto
Published by iUniverse
ISBN 10: 1450240070 ISBN 13: 9781450240079
Used Paperback Quantity Available: 1
Seller
Free Shipping Books
(Toledo, OH, U.S.A.)
Rating
[?]

Book Description iUniverse. Paperback. Book Condition: GOOD. book was well loved but cared for. Possible ex-library copy with all the usual markings and stickers. Some light textual notes, highlighting and underling. Bookseller Inventory # 2785864550

More Information About This Seller | Ask Bookseller a Question

Buy Used
US$ 6.22
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

3.

Craig Elias, Tibor Shanto
Published by iUniverse
ISBN 10: 1450240070 ISBN 13: 9781450240079
Used Paperback Quantity Available: 1
Seller
Hippo Books
(Toledo, OH, U.S.A.)
Rating
[?]

Book Description iUniverse. Paperback. Book Condition: VERY GOOD. Cover and pages show some wear from reading and storage. May have creases on the cover and binding caused from handling and reading. Some pages may contain writing and or highlighting. Bookseller Inventory # 2791391694

More Information About This Seller | Ask Bookseller a Question

Buy Used
US$ 6.22
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

4.

Craig Elias, Tibor Shanto
Published by iUniverse (2010)
ISBN 10: 1450240070 ISBN 13: 9781450240079
Used Paperback Quantity Available: 1
Seller
HPB-Ohio
(Dallas, TX, U.S.A.)
Rating
[?]

Book Description iUniverse, 2010. Paperback. Book Condition: Good. Item may show signs of shelf wear. Pages may include limited notes and highlighting. Includes supplemental or companion materials if applicable. Access codes may or may not work. Connecting readers since 1972. Customer service is our top priority. Bookseller Inventory # mon0000851440

More Information About This Seller | Ask Bookseller a Question

Buy Used
US$ 4.00
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

5.

Craig Elias; Tibor Shanto
Published by iUniverse (2010)
ISBN 10: 1450240070 ISBN 13: 9781450240079
Used Paperback Quantity Available: 1
Seller
Ergodebooks
(RICHMOND, TX, U.S.A.)
Rating
[?]

Book Description iUniverse, 2010. Paperback. Book Condition: Used: Acceptable. Bookseller Inventory # SONG1450240070

More Information About This Seller | Ask Bookseller a Question

Buy Used
US$ 5.95
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

6.

Tibor Shanto
ISBN 10: 1450240070 ISBN 13: 9781450240079
Used Paperback Quantity Available: 1
Seller
WorldofBooks
(Goring-By-Sea, WS, United Kingdom)
Rating
[?]

Book Description Paperback. Book Condition: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Bookseller Inventory # GOR004362921

More Information About This Seller | Ask Bookseller a Question

Buy Used
US$ 9.44
Convert Currency

Add to Basket

Shipping: US$ 3.85
From United Kingdom to U.S.A.
Destination, Rates & Speeds

7.

Craig and Shanto Tibor Elias
Published by iUniverse (2010)
ISBN 10: 1450240070 ISBN 13: 9781450240079
New Quantity Available: > 20
Print on Demand
Seller
Books2Anywhere
(Fairford, GLOS, United Kingdom)
Rating
[?]

Book Description iUniverse, 2010. PAP. Book Condition: New. New Book. Delivered from our UK warehouse in 3 to 5 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Bookseller Inventory # LQ-9781450240079

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 15.94
Convert Currency

Add to Basket

Shipping: US$ 11.60
From United Kingdom to U.S.A.
Destination, Rates & Speeds

8.

Craig Shanto Tibor Elias
Published by iUniverse, United States (2010)
ISBN 10: 1450240070 ISBN 13: 9781450240079
New Paperback Quantity Available: 10
Print on Demand
Seller
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description iUniverse, United States, 2010. Paperback. Book Condition: New. Language: English . Brand New Book ***** Print on Demand *****.Th ere is a silver bullet in sales - when you get to highly motivated decision makers at EXACTL Y the right time: after they experience a Trigger Event BUT (or AN D) before they call your competition. When you have the right timing the sale almost happens by itself- There are few challenges getting to the prospect, understanding their dissatisfaction, presenting a solution, or closing the sale. By luck or sheer numbers you ve had timing happen before, . . simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers. -Stephen M.R. Covey, author of the New York Times and #1 Wall Street Journal bestseller The Speed of Trust . . an entirely new perspective on things that are hiding in plain sight for all sales professionals. Well done! -Kevin Fancey, Senior Vice President of Sales, Ricoh Canada Inc By combining the power of relationships with timing - what Elias and Shanto call Trigger Events - the authors present a powerful sales strategy. -Keith Ferr azzi, #1 NYT Bestselling author of Who s Got Your Back and Never Eat Alone Elias and Shanto have brought referrals into the 21st Century, showing you how to . capitalize on the key moments that will bring you success in a busy, fast-paced world. This is a must read! -Ivan Misner, NY Times Bestselling author and Founder of BNI and the Referral Institute. Bookseller Inventory # AAV9781450240079

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 19.50
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

9.

Elias, Craig & Shanto, Tibor
Published by iUniverse (2016)
ISBN 10: 1450240070 ISBN 13: 9781450240079
New Paperback Quantity Available: 1
Print on Demand
Seller
Ria Christie Collections
(Uxbridge, United Kingdom)
Rating
[?]

Book Description iUniverse, 2016. Paperback. Book Condition: New. PRINT ON DEMAND Book; New; Publication Year 2016; Not Signed; Fast Shipping from the UK. No. book. Bookseller Inventory # ria9781450240079_lsuk

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 19.51
Convert Currency

Add to Basket

Shipping: US$ 4.98
From United Kingdom to U.S.A.
Destination, Rates & Speeds

10.

Craig Shanto Tibor Elias
Published by iUniverse, United States (2010)
ISBN 10: 1450240070 ISBN 13: 9781450240079
New Paperback Quantity Available: 10
Print on Demand
Seller
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description iUniverse, United States, 2010. Paperback. Book Condition: New. Language: English . Brand New Book ***** Print on Demand *****. Th ere is a silver bullet in sales - when you get to highly motivated decision makers at EXACTL Y the right time: after they experience a Trigger Event BUT (or AN D) before they call your competition. When you have the right timing the sale almost happens by itself- There are few challenges getting to the prospect, understanding their dissatisfaction, presenting a solution, or closing the sale. By luck or sheer numbers you ve had timing happen before, . . simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers. -Stephen M.R. Covey, author of the New York Times and #1 Wall Street Journal bestseller The Speed of Trust . . an entirely new perspective on things that are hiding in plain sight for all sales professionals. Well done! -Kevin Fancey, Senior Vice President of Sales, Ricoh Canada Inc By combining the power of relationships with timing - what Elias and Shanto call Trigger Events - the authors present a powerful sales strategy. -Keith Ferr azzi, #1 NYT Bestselling author of Who s Got Your Back and Never Eat Alone Elias and Shanto have brought referrals into the 21st Century, showing you how to . capitalize on the key moments that will bring you success in a busy, fast-paced world. This is a must read! -Ivan Misner, NY Times Bestselling author and Founder of BNI and the Referral Institute. Bookseller Inventory # AAV9781450240079

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 20.96
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

There are 15 more copies of this book

View all search results for this book