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How to add value that your prospects/customers can appreciate.
Here is a Meisenheimerism - if you can't quantify the value there
is no value. After reading this I hope you have a new definition of
Value in mind. It's got to be in your mind before you can transfer it
to the customer's mind.
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You need a clearly defined mission to be successful!
To get anything significant accomplished, you must work hard, possess energy, and demonstrate drive. But to truly influence others, you also need a mission.
It isn't enough just to come up with a "mission statement" that merely sounds good or looks sharp
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Make Sure Your Price Is Right
Dan Kennedy is an author, speaker, and an extraordinary marketer. Every
month I get two of his newsletters. Something caught my eye, in this month's
issue, that I wanted to share with you.
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How Much Does It Cost?
Don't you just hate hearing this question? I know I used
to but now I almost enjoy hearing it because I'm prepared
to deal with it. And after reading and digesting this
lesson so will you.
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"The Strangest Secret"
In 1957, Earl Nightingale, speaker, author and
cofounder of the Nightingale-Conant Corporation,
recorded his classic motivational record "The
Strangest Secret." "The Strangest Secret" sold
over one million copies and made history in the
recording ind
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Harnessing the Power of Repetition
I was recently visiting with a client who was looking for a way to boost response
with longer sales letters. She had done a good job of getting the reader's
attention, creating a compelling offer and asking for the sale. But she asked,
'I've done all I
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Selling to the Four Temperament Styles
Have you ever wondered why you seem to hit it off right
away with some customers, while with others it's more like
oil and water? That's because we respond intuitively to the
natural chemistry, or lack there of, between temperament
styles.
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Entrepreneurial Holiday Guilt
Guilt, guilt, guilt. Guilt is a terrible feeling and is often self-inflicted by female entrepreneurs, especially during the holidays.
Most people who work for themselves say they chose to do so because they wanted to "control their time." People who v
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Forget Quotes Do Proposals
Consider first things first. I hope you are not doing quotes. I hope
you’re not using those run-of-the-mill quotation forms. Doing quotes
makes me itch. From this point on forget about doing quotes and
start doing value-packed proposals.
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WHY PROSPECTS ABUSE SALESPEOPLE
First, you build rapport using small talk:
"How's the weather?
"How about them Yankees?
"You went Penn State... so did I!"Then you "Make A Presentation".
You tell the prospect about all the great features and
benefits of your product, and why h
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How To Fill Up A Notebook With Effective Sales Tips
Where does your inspiration come from? Where do your new selling ideas,
creative selling techniques, and no-brainer selling tips come from?
What say you, "You have better things to think and worry about." I hope
you're not thinking like that.
Good in
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NOT KNOWING YOUR ENEMY CAN DESTROY YOU
Not knowing the right thing to do at the right time can destroy you.
I was reminded of this over the weekend.
You see I finally got around to raking the pine needles off my back lawn.
I had put off raking for a few weeks, partly out of denial.
Denial
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The paradox of closeness vs. distance
You can be a million miles apart in the same bed and as closeas the next heartbeat even though you are separated by hundreds of miles. Have you ever had the experience of feeling really separated or far apart from your partner even though you were within
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Purple Envelopes
In a recent individual sales coaching session, my client
was lamenting her inability to grab the attention of a
particular prospect. She described the many letters she had
sent and the information contained in the letters.
Essentially her letters were
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Kick up Response with Stronger Guarantees
I was working with a new direct mail copywriting client recently when she proudly told me that she had just processed her first refund of the year the day before--- on December 8th. I told her that was great, but that was much too low based on the number
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The Comfort Zone
How often have you heard this expression in sales? It usually tends to come from management when discussing a sales representative who perhaps is coasting and could be doing a lot more to enhance their activity and their sales.
It is also appl
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Sales Proposal Writing: RFP’s: Respond and You Lose
The most dangerous letters in sales are RFP. Respond, and you lose...One of my clients emailed me an RFP (request for proposal) that they received yesterday. It came from a company who had never done business with them and who they had never even called o
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