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iUniverse SHiFT! by Craig & Shanto Tibor Elias
Th ere is a silver bullet in sales - when you get to highly motivated decision makers at EXACTL Y the right time: after they experience a Trigger Event BUT or AN D 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 youve 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 Whos 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 Instituteshow more