There is an old saying that say’s, “People will buy on emotion, but justify their decision intellectually.” If you study marketing and sales, you will probably discover this saying has it’s roots in copywriting. The type of copywriting I’m referring to is sales copywriting.
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Archive | Sales
How to Uncover your Prospects Emotional Buying Triggers
Posted on 31 August 2011.
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How to Keep Your Sales Call on Track, and Differentiate Yourself
Posted on 29 August 2011.
Why your sales call can get off track, and how to get it on track from the start. I don’t suppose you’ve ever been on a sales call where you hit it off with your prospect, and then spend 50-minutes of an hour sales call just creating rapport have you? It happens all the time, in all industries and businesses.
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How to Discuss Money on Your Sales Call?
Posted on 29 July 2011.
Have you ever struggled to start the conversation about money on your sales call? If so, you’re not alone. I find that most sales people struggle to discuss money on their sales calls. This is partly due to the way you think about money. Do you believe money is scarce or plentiful? What do your parents believe about money?
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How Long Should Your Sales Call Take?
Posted on 22 July 2011.
As long as it takes you to have an effective sales call. This is my simple answer to the length of time your sales call should take. The more complex answer is about to follow, but it will give you the information you need to effectively execute your sales call. What usually happens?
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Do You Know Why Your Reactive Approach to Your Business is Ticking Off Your Customers?
Posted on 18 July 2011.
Do you remember when Toyota was having some issues with the Prius? I don’t know for sure how many problems people had with their cars before the media eventually broke the story, but I would venture to say it was a fairly large number.
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Is Your Selling System Making You Stupid?
Posted on 15 July 2011.
Whenever I share the basic concept of “people love to buy, but they hate to be sold” small business owners always agree with it. But when you look at how the majority of small businesses go to the market and sell their products and services, they are always selling. Is this stupid behavior, or just because you don’t know any better?
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Phone Professionalism
Posted on 29 June 2011.
Is Alexander Bell a forgotten revolutionary-a figment of our imagination? In a world of e-mails and text messaging, having an actual conversation on the phone may seem like a thing of the past. But the reality is phone calls are still very much a large part of doing business. Any industry that is based on selling a product or service revolves around a ‘sales mentality.’ And how do sales go through? Usually, human-to-human voice contact via a telephone.
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What are Your Performance Management Indicators?
Posted on 20 June 2011.
Why measure performance? This is a great question. Why would you want to measure the performance of your small business? I’m going to lead the witness here to keep this conversation moving forward. For your current performance management of your small business you probably measure some basics.
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How is Dating Like Selling?
Posted on 13 June 2011.
Let’s put this into perspective. Back in the day when you were single you may have gone into an establishment that served alcohol. Now keep in mind I would never do something like that. Ha! You see an attractive person of the opposite gender and you decide to engage them in conversation. Perhaps you even decide to buy them an alcoholic beverage
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Reverse the Risk to Sell More
Posted on 08 June 2011.
What makes you afraid of doing business with an unknown company or person? Do you wonder if they will be around next week? Do you think they may take your money and run? What if their product or service doesn’t fix your problem or achieve your goal? How do you feel if you make a bad buying decision? There seems to be a lot of risk when contemplating working with a new company.
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Strong Branding Stands the Test of Time
Posted on 11 May 2011.
A strong brand should never become obsolete. Branding and marketing alike require a thought out process that allows for accountability and excellence to drive the brand forward. Before discussing the power of a well-developed brand, it is important to define what is not a brand. An established brand is not a fad or a trend, but rather remains timeless and relevant. In recent years, the ‘live strong’ yellow bracelets worn by cyclist Lance Armstrong have become quite a popular item.
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How to get strategic with your sales objections
Posted on 11 May 2011.
“I don’t think your software will actually help me increase my productivity.” What do you do now hotshot? You’ve just been given an objection that has stopped your sale in it’s tracks. Maybe you will just give up, pick up your toys, and go home? How many times does this happen each day when someone is trying to sell something?
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Do You Know the 3 Reasons That People Don’t Buy from You?
Posted on 27 April 2011.
What is the number one reason your prospect’s don’t buy from you’ Does it have something to do with money? I would say the number one reason that sales people say their prospect did not buy, is something to do with money.
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How to Create the Perfect Buying Environment
Posted on 31 March 2011.
In order to help you create the perfect buying environment you will need to put on your buyers hat for a moment or two. What elements are present in order for you to have a perfect buying experience?
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