KEY INSIGHTS

• An object in motion, stays in motion: And an object at rest, stays at rest… Unless enacted upon, by an outside force.
• What that means to the sales-world.
• The 3 Types of Triggers
  • Triggers you CAN'T affect.
  • Triggers that ARE at your expense.
  • Triggers you CAN affect & AREN'T at your expense.
• The 12 Buckets of Triggers
• Solution-Centric Triggers v. Diagnostic-Centric Triggers
• Which triggers to use & how to use them… To mobilize a buyer, to buy.