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Casual Articles - Sell More: How to Get Motivated Buyers To Call You First
Why the sales lead list is a list of people who won't buy your stuff...Three elements of modern advertising and sales have recently passed on; unfortunately, only a few of us heard about the funeral, leaving the rest of us to lead our daily business sales as if nothing ever happened.Gone: the influence of big media advertising over the hearts and minds of the people. People are far too smart these days and know when they're being sold something; TV watching hours are down across the board, and who doesn't choose to download their music over listening to the radio these days?Only the very, very c
What Is The Emotional Favorite? Think about
Hiring happy, optimistic job applicants can increase your company’s productivity and lower turnover. Plus, optimistic, confident employees are vastly more delightful to have on-board.Methods to help companies have optimistic, positive employees include pre-employment tests, job interviews of applicants, managing being role-models, and reinforcing smiles.What are happy, optimistic employees? In a book I co-authored – “Spontaneous Optimism®” -- we explained optimistic people focus on solutions and not on problems, have a “can-do” mindset, and do what is needed to achieve goals despite all odds.In contrast, the o
Selling goes beyond communicating the value of your products and services. Selling is about communicating the value of doing business with you. It is about connecting with your customer and becoming their ‘Emotional Favorite’. Success in sales requires three things:
1) A viable product that addresses a need
2) Credibility
3) Timing.
Some in sales claim in sales timing is everything; experienced sales professionals know timing is the ONLY thing.
There are a plethora of credible businesses with viable products. To be truly successful at selling you need timing - to be the first or second person your customer talks to when they need something. There are three simple ways to get timing:
1) Sheer numbers – if you contact enough prospects, you’ll eventually find opportunities
2) Referrals – someone tells you the customer has a need for your product or service
3) Become your customer’s ‘Emotional Favorite’ - the customer calls you first
Value Of Being First Being one of the first suppliers in front of your customers at the time they need what you sell is key to getting the business. Once the customer begins to shape a solution around a vendor’s product or service, they become emotionally tied to that solution. People tend to make decisions and move on to the next problem.
What Is The Emotional Favorite? Think about t
You are serving great food. Your establishment is new, spotless and inviting and yet you are not getting the repeat visits that you expect. What’s up? What’s going wrong?The answer may lie with your people skills…Why do people come to your restaurant? By now you should know why people frequent your restaurant…or at least you should know why they don’t.They do not come for cheap food. It’s cheaper at home and there is certain to be cheaper restaurants than yours.They certainly come to eat different foods that they cannot make at home but there are plenty of similar re
1) A viable product that addresses a need
2) Credibility
3) Timing.
Some in sales claim in sales timing is everything; experienced sales professionals know timing is the ONLY thing.
There are a plethora of credible businesses with viable products. To be truly successful at selling you need timing - to be the first or second person your customer talks to when they need something. There are three simple ways to get timing:
1) Sheer numbers – if you contact enough prospects, you’ll eventually find opportunities
2) Referrals – someone tells you the customer has a need for your product or service
3) Become your customer’s ‘Emotional Favorite’ - the customer calls you first
Value Of Being First Being one of the first suppliers in front of your customers at the time they need what you sell is key to getting the business. Once the customer begins to shape a solution around a vendor’s product or service, they become emotionally tied to that solution. People tend to make decisions and move on to the next problem.
What Is The Emotional Favorite? Think about
Make A Bold Promise Then Back It Up With An Awesome GuaranteeOnce you know what problem you, your service or your business can solve or what genuine benefit you can deliver then guarantee it!A bold promise backed up with an awesome guarantee:* Enables You To Significantly Raise Your Price* Gives You A Genuine Differentiator* Increases Sales and Commitment* Demonstrates Rock-Solid Certainty In Your Abilities - People Find This Confidence Very AttractiveIf you don't currently guarantee what you do then I bet it's down to one of these three things...1. You don't really know what y
There are a plethora of credible businesses with viable products. To be truly successful at selling you need timing - to be the first or second person your customer talks to when they need something. There are three simple ways to get timing:
1) Sheer numbers – if you contact enough prospects, you’ll eventually find opportunities
2) Referrals – someone tells you the customer has a need for your product or service
3) Become your customer’s ‘Emotional Favorite’ - the customer calls you first
Value Of Being First Being one of the first suppliers in front of your customers at the time they need what you sell is key to getting the business. Once the customer begins to shape a solution around a vendor’s product or service, they become emotionally tied to that solution. People tend to make decisions and move on to the next problem.
What Is The Emotional Favorite? Think about
As I opened my mailbox, I did what most folks do when they get their mail…I turned into a humanized version of a mail sorting machine. Within an instant, I have already identified junk-mail, a few bills and a stack that requires further investigation to determine if it’s worth keeping or belongs in the trash can.But today was no ordinary mail day. Today, I was given a mild heart-attack by what I found in my mailbox.As I sorted through the week-old stack of mail, an envelope jumped out at me and instantly had my full attention. Not only did it have my full attention, but it had already created an emotional res
2) Referrals – someone tells you the customer has a need for your product or service
3) Become your customer’s ‘Emotional Favorite’ - the customer calls you first
Value Of Being First Being one of the first suppliers in front of your customers at the time they need what you sell is key to getting the business. Once the customer begins to shape a solution around a vendor’s product or service, they become emotionally tied to that solution. People tend to make decisions and move on to the next problem.
What Is The Emotional Favorite? Think about
Sending an email with no links to follow is like mailing a direct mail appeal without enclosing a reply device or return envelope. Costly.Email fundraising only works when you inspire donors to go online. Online is where you get their donation. Online is where you secure their advocacy. Online is where you encourage their involvement. That’s why your email appeals, alerts and newsletters must give donors something to do, and must give them somewhere to go to do it. That place is your website. Websites alone might raise some funds but they won’t build relationships. And email letters
What Is The Emotional Favorite? Think about the last time you purchased a product or service. When you picked up the phone, did you call the person who helped you in the past? The person who adds value to your business or your career every time you ask for their assistance? Chances are you did. The fact of the matter is most people do.
It used to be that people bought from those they know, like, and trust. To be successful in sales today, you need to go one step further and connect with your customers to become the person your customers know, like, trust…and want to see succeed.
The emotional favorite is the person your customers call first, regardless of what they need.
Becoming The Emotional Favorite So, if being the emotional favorite means you helping your customers fulfill their needs, how do you create this relationship where your customers think of you as their one-stop resource?
Start by asking questions about your customer when you meet for the very first time and at the end of EVERY sales call.
Think about the last time you encountered a ‘stereotypical’ sales person, the one who immediately launches into a sales pitch. How did you react? After a minute or two, did your eyes glaze over? As the sales person drones on, you stop liste
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