Learn More about Trigger Events Use Triggering Events to Improve Your Chance of Making the Sale Fair Game: 8 Principles for Making Your Competitors' Clients Your Own

Jed keeps getting what sound like positive buying signals with his prospecting calls. Somehow, though, doesn't get very far.

"People tell me to call back in two months, four months, six months, when they will be looking at this problem,” he says, perplexed. “When I call back, people tell me how glad they are that I called, but my close ratio is low, and my sales cycles are way too long. What's going on?"

When you cold call someone in an attempt to sell them something, you're interrupting that person's day. The dominant instinct is always going to be for that person to find any reason to get off the phone and get back to what he was doing before you interrupted him.

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