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“Well, yes; a lot of them do, and I go on to say I might be able to save them about five grand over the next twelve months, but that may not be enough of a savings to i

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I have a Chicago based client that has taken a sales training course that encourages the use of negativity, and he absolutely, unconditionally, and irretrievably has fallen in love with it.

I asked him for some details, and he recited the overall philosophy of the course, I’m sure, just as he had been indoctrinated to do:

“The idea,” he said, “is that most sales gurus suggest using a positive mental attitude, acting and sounding positive, and this just seems too-good-to-be-true to today’s buyers!”

So, how does this translate into techniques?

“I might call a prospect and say I’ve been able to help a lot clients, but I may or may not be able to help you.”

And they like this?

“Well, yes; a lot of them do, and I go on to say I might be able to save them about five grand over the next twelve months, but that may not be enough of a savings to in

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ove with it.

I asked him for some details, and he recited the overall philosophy of the course, I’m sure, just as he had been indoctrinated to do:

“The idea,” he said, “is that most sales gurus suggest using a positive mental attitude, acting and sounding positive, and this just seems too-good-to-be-true to today’s buyers!”

So, how does this translate into techniques?

“I might call a prospect and say I’ve been able to help a lot clients, but I may or may not be able to help you.”

And they like this?

“Well, yes; a lot of them do, and I go on to say I might be able to save them about five grand over the next twelve months, but that may not be enough of a savings to i

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We have all met them: the highly successful businessman, the indispensable boss, the key team member. They are the best at what they do. They are appreciated by everyone. They are making money h

d, “is that most sales gurus suggest using a positive mental attitude, acting and sounding positive, and this just seems too-good-to-be-true to today’s buyers!”

So, how does this translate into techniques?

“I might call a prospect and say I’ve been able to help a lot clients, but I may or may not be able to help you.”

And they like this?

“Well, yes; a lot of them do, and I go on to say I might be able to save them about five grand over the next twelve months, but that may not be enough of a savings to i

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s this translate into techniques?

“I might call a prospect and say I’ve been able to help a lot clients, but I may or may not be able to help you.”

And they like this?

“Well, yes; a lot of them do, and I go on to say I might be able to save them about five grand over the next twelve months, but that may not be enough of a savings to i

Production Label Printers
Production label printers use thermal technology to print high-resolution product information and bar codes on different varieties of labels. Some printers use direct thermal method to print inf

“Well, yes; a lot of them do, and I go on to say I might be able to save them about five grand over the next twelve months, but that may not be enough of a savings to interest them.”

How do they respond?

“They say, no, that’s real money; maybe we should talk!”

And he adds clients this way.

I don’t doubt that this approach works a certain amount of the time.

Let’s say it works 50% of the time, and a more positive approach works 50% of the time.

Then, you can choose, and come out the same place, right?

Not really. As I see it, the only drawback would be that you are spending 100% of your time sounding negative, putting on your books clients who are driven by and who respond to negativity, to cynicism.

Is this really how you want to feel, and with whom you want to interact every day?

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Be near.
This is a very simple rule of thumb when trying to making customer loyalty programs work. Just start within the area you are most capable of reaching. Don't go over the fence if you have not secured for yourself a very effective and viable base in your own backyard.

Many financial advisor marketers have counted on free dinner seminars to build their client lists over the past few decades. Unfortunately, these events have become overused and too often fail to attract real prospects. Where can financial advisor marketers turn for events to generate cost-effective and quality leads? Webinars, one-to-many interactive seminars on the web, can be a powerful and inexpensive financial advisor marketing solution to generate quality sales leads and quickly convert prospects to clients.

In this article I would like to lay to rest an urban myth that only 7% of a presentation is based on the words that you use. This figure is used by presentation trainers and coaches around the world, but it just is not true.

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