Tags |
|
|
Links |
|
|
Item Upon - Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!
Success means different things to different people. Success can involve personal development or achieving financial security. To others, success can be getting that 'dream job'. To others, an achievement can be related to personal life or family. Success basically means the achievement of something desired, planned, or attempted, and this may be in any aspect of one's life.In spite of the various ways through which success is defined, there are some common traits which successful people tend to have. Being successful requires a lot of discipline and commitment to work towards the attainment of the desired goals.There are four specific factors which anyone will need to become successful.1. Goals and plans. Successful people have clearly laid out goals which guide them along. These goals are broken down into measurable and achievable components, with the necessary actions for achieving these goals also stated. What do you want to achieve in one year, in two years? What exactly do you want to have? What will you need to do on a daily basis so that you
Let's use an example: Say I was trying to sell Lean Marketing training courses to coaches.
I've worked with enough of them to know that a common situation they'll find themselves in is as follows...
SITUATION
They seem to be doing lots of things to promote their business but new clients don't seem to be forthcoming. They've pe
Cash In Drawer LimitsRestaurant point of sale systems have loads of features that POS salespeople love to talk about. Some are glamorous, others are flashy and some are unique to their product. When showing off these new and fancy features too often these salespeople forget about the basics and why cash registers were invented in the first place.Preventing theft. That is the purpose of a cash register. Ringing up items and safely storing cash if the fundamental philosophy that created a now multi-billion dollar industry known as the Point of Sale Industry.Why then are so many point of sale companies, software manufacturers and POS salespeople forgetting about the fundamental principles that are still valid in today’s business environment? The answer eludes and frustrates me because valuable profits are being lost by not utilizing these basic and important features.This is a series of articles about the fundamental features that every business should be using to stop employee theft, increase sales and increase profits.->Cash In Dra
Once you've persuaded someone to move away from something, it becomes much easier to provide them with something desirable to move towards.
7 Tips For Using Pain To Build Motivation
This "pain" approach can add extra power to everything from sales letters, motivating self talk, sales meetings, presentations and proposals. It is powerful though, so use it with caution and always be aware of the positive outcome you're after for you and your prospect.
Just a little safety warning before I begin... Make sure you have something positive to move towards once you've encouraged someone (or yourself) to move away from something. Motivation without direction can be destructive.
1. What's Up?
Find out or describe the current situation to set up the big picture and to provide a starting point for investigating the problems and pain.
In a sales letter, opener's such as "Have you ever..." or questions that presuppose a problem/opportunity (eg "Are you making the most of...") are perfect for this.
"Have You Ever Lost Weight With A Diet Only To Put It Straight Back On Again As Soon As You Stop?"
"Are You Making The Most of Your Talents?"
When having a conversation the question "What?" is powerful too...
"WHAT's your biggest/most immediate challenge right now?"
"If you could change one thing about your current business situation then WHAT would it be?"
"WHAT are you currently doing to get new customers?"
"In solving problem X WHAT have you tried so far?"
"WHAT's going on for you right now?"
The "Situation" is a foundation for exploration. Listen carefully when talking with someone or describe the situation in vivid detail when presenting/writing.
2. What's The Story?
Once you have enough data you need to summarise it as a story. In a conversation this can be repeated back to the person you're talking with. In a sales message this story will be your framework to embellish. It's always good to do this for your own reference anyway.
Let's use an example: Say I was trying to sell Lean Marketing training courses to coaches.
I've worked with enough of them to know that a common situation they'll find themselves in is as follows...
SITUATION
They seem to be doing lots of things to promote their business but new clients don't seem to be forthcoming. They've per
Asking a basic question about what it is your job would entail at your interview could potentially destroy your application. It simply means that you came unprepared and all the good grades you have on your transcript will go unnoticed. There are a dozen more applications with equally good if not better grades so to really stand out, you'll need to present yourself with short, crisp, answers that reflect your understanding of the industry.For example, when an interviewer from Merrill Lynch asks, "Do you have any questions?" And you pose a query, "What is the job scope for analyst in corporate finance/sales/ trading/research/operations/technology?"How do you think that reflects in the mind of the interviewer?Now, you could pose that question to a friend who is in the industry, but it is not safe to pose this question to the interviewer because it potentially demonstrates your ignorance of the industry. Your friend is there to help you; the interviewer is there to chop candidates from the list.Understanding the mindsets of people is the key to as
This "pain" approach can add extra power to everything from sales letters, motivating self talk, sales meetings, presentations and proposals. It is powerful though, so use it with caution and always be aware of the positive outcome you're after for you and your prospect.
Just a little safety warning before I begin... Make sure you have something positive to move towards once you've encouraged someone (or yourself) to move away from something. Motivation without direction can be destructive.
1. What's Up?
Find out or describe the current situation to set up the big picture and to provide a starting point for investigating the problems and pain.
In a sales letter, opener's such as "Have you ever..." or questions that presuppose a problem/opportunity (eg "Are you making the most of...") are perfect for this.
"Have You Ever Lost Weight With A Diet Only To Put It Straight Back On Again As Soon As You Stop?"
"Are You Making The Most of Your Talents?"
When having a conversation the question "What?" is powerful too...
"WHAT's your biggest/most immediate challenge right now?"
"If you could change one thing about your current business situation then WHAT would it be?"
"WHAT are you currently doing to get new customers?"
"In solving problem X WHAT have you tried so far?"
"WHAT's going on for you right now?"
The "Situation" is a foundation for exploration. Listen carefully when talking with someone or describe the situation in vivid detail when presenting/writing.
2. What's The Story?
Once you have enough data you need to summarise it as a story. In a conversation this can be repeated back to the person you're talking with. In a sales message this story will be your framework to embellish. It's always good to do this for your own reference anyway.
Let's use an example: Say I was trying to sell Lean Marketing training courses to coaches.
I've worked with enough of them to know that a common situation they'll find themselves in is as follows...
SITUATION
They seem to be doing lots of things to promote their business but new clients don't seem to be forthcoming. They've pe
In part one we look at the first two stages of sales, again sales is essentially a four stage process with a lot of mini stages underneath each process. Depending on your product or service and whether it is a big ticket item that has a long process or something you can generally close on the spot you will still need to go through these four stages to make a sale.In this article we are going to take a look at demonstrating value and closing the sale. Both of these steps will have a lot to do with how well you qualify, prior to these stages, the customer and found what their hot buttons and needs are.Stage three- Demonstrating valueAfter you have sufficiently qualified the customer you should have a pretty good idea of what they are looking for and what they are expecting. When you demonstrate value make sure that you hit all the points that they have mentioned to you as being problem areas. If your product or service can help them solve their problems in any way and it is financially feasible to them that demonstrating the value should come naturally.
In a sales letter, opener's such as "Have you ever..." or questions that presuppose a problem/opportunity (eg "Are you making the most of...") are perfect for this.
"Have You Ever Lost Weight With A Diet Only To Put It Straight Back On Again As Soon As You Stop?"
"Are You Making The Most of Your Talents?"
When having a conversation the question "What?" is powerful too...
"WHAT's your biggest/most immediate challenge right now?"
"If you could change one thing about your current business situation then WHAT would it be?"
"WHAT are you currently doing to get new customers?"
"In solving problem X WHAT have you tried so far?"
"WHAT's going on for you right now?"
The "Situation" is a foundation for exploration. Listen carefully when talking with someone or describe the situation in vivid detail when presenting/writing.
2. What's The Story?
Once you have enough data you need to summarise it as a story. In a conversation this can be repeated back to the person you're talking with. In a sales message this story will be your framework to embellish. It's always good to do this for your own reference anyway.
Let's use an example: Say I was trying to sell Lean Marketing training courses to coaches.
I've worked with enough of them to know that a common situation they'll find themselves in is as follows...
SITUATION
They seem to be doing lots of things to promote their business but new clients don't seem to be forthcoming. They've pe
Do your employees behave toward your customers the way you would expect them to? Is the culture of your senior executive team consistent with the culture of your lowest level line workers in the field? Do you really know what your company’s culture is? Why is employee culture important?Your company’s culture can include: • the behaviors of your employees as they interact with each other and with customers, • the decisions they make as they conduct their work, • the way they collaborate and solve problems, • the way they rise to new challenges and obstacles to achieve your goals, • the way they express their purpose and loyalty to a common purpose or mission, • and the value and meaning they derive from the work they do.If the basic behaviors and tendencies of your employee population are aligned with your mission, or brand promise, then they will produce consistent results and customer experiences. Empowered people must believe in their leaders, in their team members, in their purpose and mission, and in their ability to d
"If you could change one thing about your current business situation then WHAT would it be?"
"WHAT are you currently doing to get new customers?"
"In solving problem X WHAT have you tried so far?"
"WHAT's going on for you right now?"
The "Situation" is a foundation for exploration. Listen carefully when talking with someone or describe the situation in vivid detail when presenting/writing.
2. What's The Story?
Once you have enough data you need to summarise it as a story. In a conversation this can be repeated back to the person you're talking with. In a sales message this story will be your framework to embellish. It's always good to do this for your own reference anyway.
Let's use an example: Say I was trying to sell Lean Marketing training courses to coaches.
I've worked with enough of them to know that a common situation they'll find themselves in is as follows...
SITUATION
They seem to be doing lots of things to promote their business but new clients don't seem to be forthcoming. They've pe
There is no such thing as a “small” job. Each function within our society aids our detailed technical lifestyles and well being. From a store clerk to a business executive, each position is an intricate part of the matrix of our world. We rely on these functions without even realizing their value or contribution to our daily activity. Each person has there place and each person has their purpose. The key is discovering and taking the time to find out what exactly you are to contribute to the world.What is even more challenging is that often we are presented with serving multiple roles in our lives besides just our “purpose.” We are parents, workers, spouses, and children. All of which demand time and effort from our daily lives. What is important though is that we balance our time and our roles to nurture our purpose and inner abilities. It takes time and effort to discover your goals and ambitions, but it is a quest that need not go unnoticed.A common excuse for not nurturing our talents is that we are too busy with other activities. When in actuality perha
Let's use an example: Say I was trying to sell Lean Marketing training courses to coaches.
I've worked with enough of them to know that a common situation they'll find themselves in is as follows...
SITUATION
They seem to be doing lots of things to promote their business but new clients don't seem to be forthcoming. They've perhaps employed the support of another coach who used to do marketing for a big blue chip company but none of the suggestions they made seemed to work either. This story gives me lots of starting points for building their pain...
* things that work for bigger firms aren't working for your small coaching business...
* doing lots of things with no positive results...
* clients are scarce...
But in essence, they have too few clients and have run out of ideas for attracting new ones... This is what I'll use as my starting point.
3. Build The Consequences Using So What?
Once you've got a problem/situation story you can pick a pain theme to work from to magnify the potential seriousness of the problem. Asking the simple question, "So What?", works here.
Here's an example of how to use it in conversation...
Q: "So what could 'too few clients' lead to?"
A: "Too few clients could lead to less profit"
Q: "And what could 'less profit' lead to?"
A: "Less profit could lead to less personal income"
Q: "And what could 'less personal income' mean?"
A: "Less personal income could mean I won't have enough money to stay in business as a coach."
Q: "And what could 'losing your business' lead to?"
A: "Losing my business could lead to me losing my house!"
Now you've turned a mundane "marketing problem" into a seriously "scary life problem" all you need to do is direct their attention to the solution...
Q: "Ow! Losing your house would be awful. So what are you going to do to make sure it doesn't come to that?"
Here's how it may look in print or as a presentation. You don't necessarily have to spell everything out because you can ask questions in print too.
"Many coaches today find it hard to attract new clients. While this is a common problem the consequences can be devastating as I'll tell you shortly...
If you're serious about being successful you may already be doing lots of things to try and get clients in. Perhaps you've been taking advice from someone who's done marketing for bluechips but the results still aren't coming. You're probably at a loss as to what to do next...
If you're already wor
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.itemupon.com/article/40039/itemupon-Are-You-Missing-Out-On-Sales-Through-Fear-of-Pain--Improve-the-Persuasive-Power-of-Your-Words.html">Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!</a>
BB link (for phorums):
[url=http://www.itemupon.com/article/40039/itemupon-Are-You-Missing-Out-On-Sales-Through-Fear-of-Pain--Improve-the-Persuasive-Power-of-Your-Words.html]Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words![/url]
Related Articles:
Flea Market Secrets Of The Rich And Famous
Bookmark it:
|