Whether you are trying to persuade a friend to agree to see the movie you want to see or attempting to talk a prospect into buying your product, this video is well worth your time.
Try this secret of persuasion and you will be pleasantly surprised at the results.
If you want to persuade other people to do something, trying to talk them into it doesn’t usually elicit a positive response.
There is an approach...
Last week, Jay – a subscriber in Florida - sent an email to me with an observation about the issue I wrote regarding Linda Hurt’s voice mail message (which I should have referred to as Linda’s voice mail greeting.)
Jay has given me permission to share his email and here it is:
“A long time ago one of the best sales managers I’ve ever had taught me a good lesson that sticks with...
If you have 4 minutes and 57 seconds, turn on your speakers – watch and listen to this. It is beautiful. Supposedly this happened in the food court in a shopping mall in Ontario. It is entitled “Christmas Food Court Flash Mob, Hallelujah Chorus.” So far, the video has received more than 11 million hits on...
Did you ever read an advertisement that was so compelling you could not stop reading?
This ad came to me in the form of an email and it was so creative, I had to share it with you.
A few words of caution, though: It is not exactly what it first appears to be. Not at all. AND . . . this ad is guaranteed to brighten your day, IF you read all the way through and look at the photo at the bottom of the copy.
(Slightly...
If you have ever been in a situation that seemed impossible, you might understand how the families of the Chilean miners felt when they learned about their 33 family members trapped beneath the earth. When the mine caved in, the men were thought to have died in yet another tragic mining accident. The president of Chile, Sebastián Piñera, spoke before the rescue operation. He spoke about the process of rescue...
Okay, there are people who say “NEVER,” but sometimes cold calling is necessary, so . . .
Thank you to everyone who responded to the survey! The answers varied widely – from early in the morning to late in the afternoon. VERY interesting!
This was the question: “What, in your opinion – based on your experience -is the best time of day to make cold calls?” First, I decided...
Although Chester Carlson invented Xerography in 1938, it was twenty-one years later that the first office copier was available to the public. But could copiers be a security risk?
Nearly every digital copier built since 2002 contains a hard drive that contains as many as 20,000 documents – some with sensitive information such as social security numbers, bank statements, medical records, income tax forms and...
Using old-school wording and sales tactics are one way to sell, but those methods can create pressure and resistance and result in rejection for the sales person. Selling does not have to be an uphill battle.
The changing economy is forcing all of us to re-think how we interact, communicate and create new customers and clients both online and offline.
Throw away those 10-year old scripts and take a look at this...
Is there a good alternative to cold calling? Cold calling has become an inseparable part of most businesses. But the fact is – it can be a daunting task for the people who actually do it. Personally you might hate telephone marketing but it can be a very effective way to boost up your sales – if it is done correctly.
Three different views of cold calling from three different sales trainers. Very...
If you have been in sales for a number of years – and have faced rejection when making sales calls – you will recognize these 7 painful selling mistakes. This information will be an “Ah-Ha” moment for you.
If you love what you do and deeply believe in what you sell, but you are still unconsciously using sales behaviors popular back in the 80’s and 90’s, you are going to burn leads rather than...
The perception of a “typical sales rep” is – unfortunately – a pushy person. You have probably met a few of those “pushy sales people.” The truth is, buyers avoid pushy sales reps. Think about this: there is a difference between being pushy and being persistent.
Is persistence important? Yes, but how much persistence is too much?
There are three ways you can be pleasantly...
This guest post – How Top Sales Managers Get Their Salespeople to Sell More Stuff – by Ralph Burns, makes so much sense, it is refreshing. All Sales Managers should read this – if you want to motivate your sales reps in a positive way.
Question: When do you do your best work? When you feel bad or when you feel good?
The obvious answer is when you feel good. No one feels like doing much of...
“Your Easiest Breakup Ever.”
Last week I saw this headline in the local newspaper and it almost seemed to jump off the page. It was a small ad in the bottom right-hand corner of the page. The headline immediately captured my attention, curiousity and interest. I wondered what it was all about.
Why it is Critical to Write Great Subject Lines
If you are involved in marketing and/or selling, you really...
You call a prospect and end up in voice mail. Should you leave a message or hang up? What do you think? This excellent guest post by Jill Konrath includes a must-see video that describes exactly – word for word – how to leave the right voice mail message and NOT sound like a self-serving sales person.
How Not to Blow It When Your Prospect Answers the Phone …
By Jill Konrath
“The use of...
One of my least favorite words is “telemarketing,” only because the word causes most people to cringe, thinking of those annoying sales calls received during dinner. Unfortunately, 95 percent of typical telemarketing calls are cringe-worthy calls from telesales reps who have not had effective training and who read from a bad script. 9 out of 10 telemarketers make a mistake that lets the potential...
Are you sending dozens or hundreds or thousands of emails to your customers? That number can be duplicated and multiplied exponentially if your email is funny, controversial or outrageous. It is called Viral Email Marketing. And it happened to a funny email I sent to my opt-in list a few weeks ago. The click-through rate was off the chart. Literally. My email was forwarded to people who forwarded to other...
What? Prospects lie? Well, think about it. Have you ever had a conversation with a prospect who seemed very agreeable, nodded her/his head and appeared to love your presentation? Your prospect may have said: “That sounds good.” Then . . . nothing happened. You never heard from them again. They did not call and when you called they were “not available.” You left voice mail...
Are they loyal to you personally or loyal to the company? Customer loyalty is one of the “must-haves” for any business. From the executive suite to the sales team to the call center, the drill is often the same: Engage customers enough to make them loyal to our product. But what happens when those employees succeed a little too well — when the customer ends up being loyal more to the...
While writing about the best questions to ask during the sales process, I did some research online and discovered four very good articles.
Questions Are Key to Sales Success
The question-answer game in sales is vital not only to find, qualify and close deals, but also to offer the best possible solutions to your prospects and customers. The key in asking the right questions is to keep them open-ended.
Statements...
Sometimes buying signals are so subtle, they may not be recognized until it’s too late. Buying signs can show up within the first few minutes of a conversation; or they may not emerge until the end of the telephone conversation or meeting. In short, they can show up at any time. It’s up to the sales person to hone in on these signals so that s/he can adjust the presentation accordingly and approach the...
What?
This is the claim in an entertaining TV commercial launched in January. Throughout the ad, the name of the sponsor is never mentioned. It is very funny and somewhat sarcastic. (Somewhat?) If you have not seen this, and would like a laugh, take a minute and watch it on YouTube .
This ad is using the same type of approach that Kodak used to market its printer on the basis of printer ink being much too...
It is undeniable that the most powerful form of marketing online today is email marketing. The reason is simple. Email marketing works!
According to research conducted by the Direct Marketing Association, email marketing generated an ROI of $43.62 for every dollar spent on it in 2009. The expected figure for 2010 is $42.08. As such, it outperforms all the other direct marketing channels examined. Source: Email...
Throughout history, international incidents have been created and resolved through the use of specific words. In sales, the right words can win over a new prospect, and the wrong words can alienate a good customer.
Recently, in a controlled experiment by a restaurant, servers were asked to use two specific words throughout customers’ meals. Cocktails, the menu, wine lists, fresh ground pepper, the dessert tray,...
Last week I received this question from one of my e-class participants:
“I have a customer that I’m selling a specific product to with a very low price. How can I increase the price without an objection? Also, if I happen to increase the price on the invoice, should I tell him or stay silent until he finds out? By the way, this product has been increased by the manufacturer.”
My answer to this...
Which part of a marketing email or direct mail letter do you look at first?
Studies show that customers pay attention FIRST to the headline or first sentence of an email or direct- mail letter.
The second thing most consumers look for is missing in many email campaigns and letters. But this critical component can increase your response rate by as much as 300 percent.
After the headline or subject line of a marketing...
