Selling in 21st Century
Selling in 21st Century
Selling itself is changing. Whole business environment is more dynamic, we have many and breaking new products on the market, and competition is bigger, harder, and stronger day-by-day. Buyers are more educated, they are searching for information by themselves, and they are looking from providers to understand buyer's situation, needs and business.
Sales cannot continue to resolve twenty-first century situations in the business world using last-century tips and tricks. Tomorrow's sales challenges cannot be met using last-century's understandings and strategies. Those skills and information are not wrong; they are simply incomplete for today's market. Unless this is acknowledged and the sales professional admits that he does not know all there is to know about sales and customers behavior, there can be no hope of continuing excellence in sales as is.
I believe it is finally the right time for the dinosaurs of sales to become extinct.
The 21st Century changes the rules of engagement. New knowledge is needed and also new set of tools which will include the technology, to help you in your search for your next customer.
Technology is developing at a pace that rarely anyone can catch up, and especially the last two decades many trained sales people are not in the position to utilize the advantages of the technology. In this regard, the technology can be your friend or foe.
Web 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or days.
Trigger events are great toolset to help you find new opportunities on the market for your product or service. With trigger events it will be easier for you to find companies that have immediate wants and needs. You are looking for events that can trigger the sales opportunity for you.
Trigger events can be divided depending where they have been triggered, inside or outside the company. Therefore we have two sorts of trigger events:
Internal trigger events are events triggered inside of the company or business.
External trigger events are one that we cannot influence, but we need to adapt to a newly created situation. It affects the customers’ success and could change business environment dramatically.
Internal events we can further divide into the two major groups: positive ones or growth trigger events, and negative ones or stagnation trigger events. If it shows the growth of the company (hiring 20 new sales reps or opening new offices, or new products have been introduced) we can say we have internal growth trigger events.
Learning about the trigger events, what they are, where to find and how to use them, your benefit is that with this newly acquired knowledge you will be able to qualify prospects faster and find your next customer much easier than before.
And not just that – you will be able to put customers in the market who didn’t feel that way before you contacted them. Trigger events can be a very powerful weapon for sales person who wants to be able to qualify prospects faster and understand his customers’ situation, and even identify needs with customers together.
With trigger events you will be better prepared for challenges that customers are putting in front of us each day. You will be equipped with a completely new set of tools needed to recognize who could be (and should be) on the market today for your product or services, giving you the better understanding where you should focus your selling activities.
Learning about this new set of tools you will be reminded, motivated, and pushed to do something more for your sales career and your sales numbers. A sales person needs to grow, to try to reach that next goal and to have a life filled with success in his or her profession, which makes life more worth living.
Read more about Seliing in 21st Century and about trigger events (where to find them and how to use them) in my book "Trigger Events - How to Find Your Next Customer".
Selling in 21st Century - To learn more about this author, visit Alen Majer's Website.
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Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at every sales training, whether internally done or from an outside trainer, and management is pushing the same old ideas about cold calling and open-ended questions, but customers are changing rapidly in their behavior, buying habits, knowledge about the situation on the market, and most important - their expectations from sellers.
Selling itself is changing. Whole business environment is more dynamic, we have many and breaking new products on the market, and competition is bigger, harder, and stronger day-by-day. Buyers are more educated, they are searching for information by themselves, and they are looking from providers to understand buyer's situation, needs and business.
Sales cannot continue to resolve twenty-first century situations in the business world using last-century tips and tricks. Tomorrow's sales challenges cannot be met using last-century's understandings and strategies. Those skills and information are not wrong; they are simply incomplete for today's market. Unless this is acknowledged and the sales professional admits that he does not know all there is to know about sales and customers behavior, there can be no hope of continuing excellence in sales as is.
I believe it is finally the right time for the dinosaurs of sales to become extinct.
The 21st Century changes the rules of engagement. New knowledge is needed and also new set of tools which will include the technology, to help you in your search for your next customer.
Technology is developing at a pace that rarely anyone can catch up, and especially the last two decades many trained sales people are not in the position to utilize the advantages of the technology. In this regard, the technology can be your friend or foe.
Web 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or days.
Trigger events are great toolset to help you find new opportunities on the market for your product or service. With trigger events it will be easier for you to find companies that have immediate wants and needs. You are looking for events that can trigger the sales opportunity for you.
Trigger events can be divided depending where they have been triggered, inside or outside the company. Therefore we have two sorts of trigger events:
Internal trigger events are events triggered inside of the company or business.
External trigger events are one that we cannot influence, but we need to adapt to a newly created situation. It affects the customers’ success and could change business environment dramatically.
Internal events we can further divide into the two major groups: positive ones or growth trigger events, and negative ones or stagnation trigger events. If it shows the growth of the company (hiring 20 new sales reps or opening new offices, or new products have been introduced) we can say we have internal growth trigger events.
Learning about the trigger events, what they are, where to find and how to use them, your benefit is that with this newly acquired knowledge you will be able to qualify prospects faster and find your next customer much easier than before.
And not just that – you will be able to put customers in the market who didn’t feel that way before you contacted them. Trigger events can be a very powerful weapon for sales person who wants to be able to qualify prospects faster and understand his customers’ situation, and even identify needs with customers together.
With trigger events you will be better prepared for challenges that customers are putting in front of us each day. You will be equipped with a completely new set of tools needed to recognize who could be (and should be) on the market today for your product or services, giving you the better understanding where you should focus your selling activities.
Learning about this new set of tools you will be reminded, motivated, and pushed to do something more for your sales career and your sales numbers. A sales person needs to grow, to try to reach that next goal and to have a life filled with success in his or her profession, which makes life more worth living.
Read more about Seliing in 21st Century and about trigger events (where to find them and how to use them) in my book "Trigger Events - How to Find Your Next Customer".
Selling in 21st Century - To learn more about this author, visit Alen Majer's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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