A. Let’s assume that you have determined your top buying triggers, you’ve found a way to quantify why people need products, and you know why they are choosing your company. The next step is to set up a six-month analysis.
A. The two key HME buying triggers are “the reason they need a product or service” and “why they choose your company over your competitor.” The first buying trigger is easy to obtain. The second, on the other hand, is not so simple.
A. A buying trigger is the circumstance, pain point, or change-event that causes a prospect to begin a buying process with you. Anyone trained in sales best practices knows the power of a pain point when it comes to closing a deal.