1. Photograph by EwanNicholson.ca

2. Trigger Event Book Steven M.R. Covey “… 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.” Keith Ferrazzi “ By combining the power of relationships with timing – what Elias and Shanto call “Trigger Events” – the authors present a powerful sales strategy…” Jonathan Farrington "Trigger Events" have now become a significant part of our daily sales vocabulary, thanks in no small measure to this refreshingly original book - simply quite brilliant ..." Gerhard Gschwandtner “ This process is destined to expand the traditional division of the sales team into hunters and farmers by adding a new category: the trapper.” Top Sales Books of 2010

3. Status Quo

4. Searching For Alternatives

5. Window of Dissatisfaction ™

6. Timing & Close Ratios 0% 16%** 75%* **Aberdeen Research: Lead Lifecycle Management: Building a Pipeline that Never Leaks, 2009 * InnerSell Survey of over 200 sales executives and sales people, 2003

8. What Triggers The Best Timing?

9. Event NOT Circumstances

10. Timing and Trigger Events Want Afford Justify

12. Want Trigger Event

13. Adds One More Thing...

14. Turns On Selective Perception

15. Trigger Event Marketing ™

16. Opens The Door

17. The Domino Effect

18. Afford Trigger Events

20. Justify Trigger Events

21. Won Sales Analysis ™ What we see depends on what we look for - John Lubbock

23. How to Learn of Trigger Events

24. Photograph by EwanNicholson.ca [email_address] +1.403.874.2998 Craig Elias