The Basics of Trigger-Based Selling

Sales Pro Source
October 30, 2012 — 934 views  
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The Basics of Trigger-Based Selling

If you want to be a successful sales professional, you need to know about trigger-based selling. In simple terms, trigger-based selling is a marketing and sales strategy that involves isolating your audience and targeting clients who are most likely to buy the products and services you are offering. Focusing on people who need your merchandise is a great way to avoid wasting time on clients who have little desire to purchase what you are selling. By using a personalized marketing strategy that is aimed at a specific group of costumers, you can increase your sales and maximize your profits in no time.

Although trigger-based selling sounds easy in theory, it’s difficult to do in real life if you don’t research your demographics. Common sense should already tell you that you should be marketing your products and services to people who are likely to buy them, but figuring out who these customers are and how you can find them is difficult. Fortunately, today it’s easier than ever before to do detailed research on customer behavior and current buying patterns. You can use the Internet and special software programs to narrow down your leads to a number of select customers who are the most likely to respond to your sales pitch.

In general, trigger-based selling is based on different types of triggers that influence how customers react. By learning how to identify and respond to different triggers, you can manipulate a sale without being too aggressive. Transactional triggers are based on customer responses that involve past or current sales. For example, responding to a customer who sends in a question or reaching out to someone who made a purchase from you in the past can trigger a new sale. Recurring triggers involve predictable situations such as making a sale based on a recurring membership that needs to be renewed. Behavioral triggers are associated with any type of customer behavior ranging from spending patterns to product feedback. 

One of the most important aspects of trigger-based selling is approaching the right customer at the right time. To do that, you need to really understand your target demographic. Think about what type of people need to use your products on a regular basis and how you can find them. Keep learning about different types of triggers, so you can spot every sales opportunity that comes across your desk. In the meantime, reach out to old clients for feedback and work on perfecting your sales pitch.

 

Sales Pro Source