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Shift!: Harness the Trigger Events That Turn Prospects Into Customers [Paperback]

Craig Elias , Tibor Shanto

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Book Description

June 24 2010
There is a silver bullet in sales – when you get to highly motivated decision makers at EXACTLY the right time: after they experience a ‘Trigger Event’ BUT (or AND) 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



Product Details

  • Paperback: 256 pages
  • Publisher: iUniverse (June 24 2010)
  • Language: English
  • ISBN-10: 1450240070
  • ISBN-13: 978-1450240079
  • Product Dimensions: 1.4 x 14 x 21.6 cm
  • Shipping Weight: 358 g
  • Amazon Bestsellers Rank: #264,185 in Books (See Top 100 in Books)

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Front Cover | Copyright | Table of Contents | Excerpt | Back Cover
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Amazon.com: 5.0 out of 5 stars  9 reviews
5 of 5 people found the following review helpful
5.0 out of 5 stars Shift your mind and the rest will follow Aug. 5 2010
By Mr. P. Cook - Published on Amazon.com
Format:Paperback
Shift! is a great book that focuses on the importance of time and timing in the sales relationship. In the well know AIDA curve of life, have you ever got a prospect interested and desiring of your product or service but they still did not buy? Action is of course the missing element. Craig Elias and Tibor Shanto offer an excellent insight into the importance of getting the timing right through trigger events, whether these are positive or negative (windows of dissatisfaction).

Getting the timing right is not a matter of waiting and Shift! outlines ways of creating the right timing for an effective sale. This involves getting people to leave what Elias and Shanto call 'path dependency'.

I particularly like the device used in the book 'if you don't read this chapter, you will miss out on the following' - it is a great motivational device to induct you through the text,

Shift! is well illustrated, with plenty of examples to set you thinking about ways to improve your sales effectiveness. Simple, but not simplistic, Shift! is a valuable purchase for anyone interested in being more successful in their business and personal lives. To find out more, visit Tibor's blog at [...]

Peter Cook MBA
Business Speaker and Author 'Best Practice Creativity' and 'Sex, Leadership and Rock'n'Roll'
3 of 3 people found the following review helpful
5.0 out of 5 stars The most effective sales approach on Earth, IMHO Jan. 23 2011
By Jeffrey Ogden - Published on Amazon.com
Format:Paperback
Just finished this great book. I believe Craig and Tibor fill a huge gap in sales training. Most sales training assumes you have a good prospect, so it tells you how to interview, uncover pains, find the political structure and orchestrate a deal. But those miss an important point - identifying the best prospects and getting the first meeting is the biggest challenge of sales.

This book works differently. It tell you how to connect with the right persons at the right time (Trigger Events, Window of Discontent) and to use a scientific approach based on facts learned from deals you won in the past. (Won Sales Analysis). More data to show the power of this approach is to note the fact that 8 out of 10 buyers say they chose the vendor, rather than the other way around. This tells us the balance of power lies squarely with the buyer.

Shift Selling addresses this reality and helped you connect with the RIGHT prospects at the RIGHT time to win the business.

Important book and highly recommended.
3 of 3 people found the following review helpful
5.0 out of 5 stars A Salesperson's Crystal Ball Dec 24 2010
By Patricia Weber - Published on Amazon.com
Format:Paperback
What if you could crystal ball that, "Trigger Event" that motivates buyers to see your solution for the value it brings to a problem just when they need it? With a unique model, SHiFT (in both paper back and Kindle edition), motivated salespeople will be able to pull together six pieces to both make the most out of a first call as well as either delaying or preventing them from even calling the competition. It's about how to improve your timing to have a customer's positive decision while their intent is still high - more sales, less delay.

Craig Elias created Trigger Event selling which subsequently won him $1,000,000 prize in a global Billion Dollar Idea pitch competition. Tibor Shanto is called a brilliant sales tactician showing organizations how to use the right information to execute a perfect strategy. Together in Shift, they offer a system for others in sales to be in front of a qualified and motivated buyer at the right time more often.

"Won Sales Analysis(tm), Chapter 3, section 3, is about involving the decision maker in questions that analyze the sale before the service or product is delivered. In this way you create a unique tool to be able to see more opportunities for sales more easily - in the future. For example, one of the five questions suggested to ask is "What event or events led up to this purchase?" Elias and Shanto claim the specificity to this question is crucial in helping to identify the trigger events, so they offer this advice, "If you don't get the kind of response you're looking for from the primary question, ask a variation of the question. For instance: - What changed to make solving this problem a priority? - What created a sense of urgency around solving this problem? - What makes the Status Quo (or: what you were using) no longer viable?" They offer the same keen observation to the other five component questions Find, Close, Improve and Classify.

Highly recommended to the more logical seller is chapter 4.3, Logic versus emotion. Insights and strategies are offered to establish a salesperson as the buyer's "Emotional Favorite." "This is not the same thing as having a good discussion with a prospect. Instead, it means being the person the prospect wants to see win and wants to use as a resource. If you've ever had a prospect call you for help with a problem that is unrelated to what you sell, you already know what it means to be the Emotional Favorite. It means that you can position yourself as the "go-to" person and maximize the likelihood of winning future business." The authors tie in what's commonly called the "know, like and trust" factor into their model of Trigger Event selling with actionable steps therefore answering the question of how to establish know, like, trust.

From an engaging discussion of identifying the Window of Dissatisfaction through leveraging Triggering Event Referrals, you can discover how to both improve your timing and maintain the sales flow. Many old sales assumptions are brought to truth or fiction while at the same time tying them into the uniquely new Shift method. It's a unique customer-focused model that will engage listening, planning and establishing yourself as a problem-solver.

Instructional worksheets are generously provided for major insights in the book that readers are encouraged to put into action. The worksheets help you learn how to make this happen - on purpose - more often. While it really is not a crystal ball, anyone who sells can be more effective in achieving more results by acting on the ideas in this book. The guiding premise is it's about being in the right place at the right time on purpose with prospective customers.

Going forward from 2010, it's a must have book.

Taking the Mystery Out of Follow-up Reluctance: How to Steadily Turn Prospects Into Customers
2 of 2 people found the following review helpful
5.0 out of 5 stars Shift The best sales book that I have read in years Feb. 21 2011
By SeanM - Published on Amazon.com
Format:Paperback
Over the 28 years that I have been in sales, I have read many sales books, thanks to my first sales manager, who inspired in me the quality of investing in sales skills and knowledge.

I remember great authors like Tom Hopkins, Dale Carnegie, (Yes it is a sales book!!), Jim Holden, Miller and Heiman, Warren Greshes and many others

Shift is the best and most valuable sales book that I have read in the last ten years. Concepts like Trigger Events, Path depencency, Emotional Favourites are fundamental for any sales person to consider in winning new business. The book incorporates the use of modern sales and marketing tools, for selling successfully in modern times
The book is very readable, with nuggets of wisdom. You know that it is written by sales guys for sales guys.

I consider how valuable any book is by the amount of marker ink that I have used to highlight gems that I can use. Craig and Tibor, sorry, but your masterpiece is covered in ink

Great Book and I hope you get as much out of it as I am doing
2 of 2 people found the following review helpful
5.0 out of 5 stars Look for big improvements in sales win rates Feb. 7 2011
By Reg Nordman - Published on Amazon.com
Format:Paperback
I received a review copy of this book as a pdf. I have a lot of trouble reading anything like a pdf. When I read like to make notes , flip back and forth, reread etc. All becomes harder . So this book languished in my Download folder. If I had not loaded it onto my kindle (which I only tolerate) , I would have never got to it. It is a very useful book for increasing sales effectiveness. Taking to the right people at the right time ( just after a trigger event ) when they are in a window of dissatisfaction dramatically improves your win rate. I know this is true because one of our most successful initiatives for clients revolves around using key trigger events. I would have noted stuff all over this book, if I could. There is lots of resources for you on the website . TriggerEventBook.com

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