Is your sales mantra “find a need and fill it?” Is your training, and sales operation built around the Consultative Needs/Benefit approach? That’s a very limiting One Trick Pony!

One trick may be all a pony needs, but why severely limit sales success with just a single approach? Needs/Benefit selling activates only a small part of just one of the 7 internal triggers buyers depend upon to make a buying decision.

Play it!
One-Trick_Pony.mp3
One Trick Pony by Paul Simon

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This recent report from 60 Minutes emphasizes just how significantly the workplace management paradigm is shifting, and how the old methods and expectations are useless with young people whose primary motivation is what’s in it for them. Never thought you’d have to persuade your employees to work? Think again.

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Reader response to The 7 Triggers to Yes is generating an amazing variety of applications for specific businesses. It seems that everyone who understands the Triggers finds ways to apply them to their own industry and specific job. Example: I got a call from the president of the Wyoming Trial Lawyers Association. He said that on a flight home from a trial in Florida he read the book and "the words and concepts literally jumped off the pages." He and a group of top trial attorneys are now customizing The 7 Triggers to Yes for trial lawyers.

A minister created an application of the 7 Triggers to Yes for the clergy – you can’t get a wider spread of application than trial lawyers to the clergy! We are working on many vertical market applications input from those who want to partner with us to create additional vertical market applications.

Here’s another: an article about the 7 Triggers in this month’s issue of Furniture World Magazine.

photo credit: ckaroli