The Management Consulting Group

Do you have a visitor survey on your site? If not, you should.
Your missing out on a golden opportunity to cash in. Let me
explain. I operate a site that offers my visitors free ebooks
but I also ask them specifically what their interested in and
for them to give me their email address. Beside’s having my
weekly newsletter which covers ebook related topics like
research, development, brainstorming and all the rest, I open
sub-mailing lists depending on THEIR topic of interest. Not
everyone is interested in just the research , development, and
brainstorming of ebooks. I can’t read my visitors mind, neither
can you. This is a great way to get “inside” your visitors head
and find out what their “specifically” looking for. I have a
variety of ebooks on my site but one day it occurred to me, do I
really have what people want? How would I know besides looking
at log files, and then keyword searches are pretty general in
nature at times, right? Than the light bulb went on in my head.
All you have to do is ask Brian. The best part…they tell me
what they want, they give me their permission to send them
“periodic” emails when I have completed their “info product of
choice”. (I inform them their not placed on a weekly or monthly
ezine for that matter) I start creating a info product they
“expressed interest in receiving” then I work on the backend,
then I email them the information. Because I took the initiative
to “ask them” what they wanted, than took the time and created
the info product of their “interest/need”, my sales conversion
rates will do what? That’s right…increase. Than I follow up
with more info products related to their “topic of interest” and
even include the occasional freebie to thank them. Out of all
this the best part is the initial request, I offer no bonuses,
no incentives, for them filling out the form, I just take the
time to listen, create, fill their need, and in the end have a
very satisfied customer for years to come. Are you asking and
listening?

Intel corporate values include risk taking, discipline, and results orientation. These are exactly the values one would expect of a company whose primary strategy is one of product leadership. Without these specific company values the product leadership strategy would surely fail. In firms where the values and the strategy are tested daily it requires management oversight to ensure that they remain aligned.

Company values, published or not, exist and are used everyday by employees in making decisions on behalf of the company. Well chosen values suggest priorities that guide employees through right versus wrong choices. Simple values that retain a position in top of mind during a hectic day are best. Some classic examples are “Safety first” or “Quality is job 1.”

Values become the customer visible persona of your company. The types of values can be divided into the basic values that are required for continued employment at the company, core values, and aspirational values. The core values set a company apart from the competition by clarifying its identity and serving as a rallying point for employees.

A company strategy is the blueprint that describes the future one wants and it provides a high-level roadmap for getting there. The long term core strategy for beating the competition can usually be reduced to the company’s decision to dominate at one of the following:

Customer relationships or service (have it your way)

Operational excellence (best overall value)

Product or service leadership (Being first or best)

So Intel chooses product leadership above all else; FedEx targets operational excellence; Nordstrom has made customer relationship its mantra. A company’s domination of one of these three “value disciplines” defines what makes them uniquely better than their competition from a customer perspective and as such it constitutes their long term competitive strategy. But in order for this competitive strategy to work the company values and the values of the employees have to line up with the strategy. So just as Intel’s values have to be around risk taking and results in order to support the product leadership strategy, FedEx’s values lean towards improvement seeking, diligence, promptness, and reliability in order to achieve operational excellence. Nordstrom’s strategy is to serve the customer above all else and the people they hire have to excel in their ability to offer the best customer service.

Sales success is dependent on your competitive strategy which in turn is linked to your company values and those of your employees. Do the people you hire have the right values to make the strategy work? Is the primary reason your customers buy from you supported by the values of the employees? Do the messages in your marketing materials represent your company values and your competitive strategy?

Ernest Shackleton’s candid but successful advertisement in 1914 for men to travel with him on the first crossing of Antarctica demonstrates that he knew he needed people with the appropriate values to successfully execute his strategy:

“Men wanted for hazardous journey. Small wages, bitter cold, long months of complete darkness, constant danger, safe return doubtful. Honour and recognition in case of success.”

Cube Management provides sales acceleration services to emerging growth and mid-market companies in the technology, manufacturing, healthcare and business service sectors. The experts at Cube Management work across the entire spectrum of marketing, sales and business development to provide customized solutions that drive revenue and profit growth. Cube Management combines Strategy, Process & People to produce winning results.

When dealing with negotiation experts, you can get very close to agreement and the entire negotiating process will still fall apart on you. More than likely it won’t be the terms of the contract or the price, but rather the ego of the other person. When you are in this situation, you need to place the other individual in a position to easily accept your proposal.

For example, let’s say that you sell office equipment, such as copiers and fax machines. You just made an appointment to meeting with the office manager at a local company. Just before your appointment, the manager mentioned to the owner, “watch this I am a pro at negotiating with these vendors.”

He is not doing very well in the negotiating process, which may cause him to be hesitant to agree to your proposal because he doesn’t want to feel as if he lost to you in his negotiations. This can happen even when the client knows that your contract/service agreement is fair and satisfies their needs.

You must find a way to make the client feel good about giving the business to your company. The way to do this is to make a small contribution at the last minute-it doesn’t matter how big it is, however the timing is critical.

You could say something such as, “While I cannot change the pricing on this machine, if you decide to go ahead today I can go ahead and approve free delivery to your office.”

Perhaps you were going to have the special inclusion anyway, but what is important is that you were polite enough to position the client so that they can respond. This empowers the client and makes them feels as if they didn’t lose to you in the negotiating.

This technique always assumes that you should never offer your best pricing/solutions immediately. Otherwise, you will have no bullets left in your gun to position the client to win.

Remember timing is what counts, not the size of the contribution offered. This makes the client feel good about agreeing. In the end, the additional new business that you receive by applying these basic techniques will make it worthwhile

Tim Hagen owns Sales Progress LLC a sales consulting and development firm located in Mequon,Wisconsin. He has worked in a variety of industries and has serviced customers such as the Milwaukee Brewers and Evinrude Johnson. Feel free to contact him directly at salebuilder@aol.com or visit our site at http://www.SalesProgress.com.

Consultative Selling and its cousin, SPIN selling, are newer generations of the “Needs Selling” of the 1960’s. They have been in vogue with salespeople for almost two decades - with good reason. In today’s business climate, Information Overload isn’t just a buzzword; people are overwhelmed with data. They may welcome assistance in tuning out the noise in order to tune into a viable solution to their problems. A concerned, helpful salesperson may understandably be embraced as an Advisor or Consultant.

The Consultative Selling Process appears well-suited to the needs and challenges of today’s customers. Yet, in my opinion, consultative selling is most often implemented in such a way that it’s merely a new name for the same old manipulative sales games.

Let’s start with nomenclature: A salesperson who refers to her- self as an Advisor or Consultant is essentially misrepresenting her true agenda - to earn a commission. A salesperson’s primary objective is NOT to ‘help’ her clients and customers- she wants to make money. If receiving money for her sales efforts were not possible, she would be doing some other kind of work.

Real consultants and advisors charge a fee for their advice. Good advisors make *their client’s* best interests paramount. How many salespeople frequently advise their clients not to buy their product or service, or to buy from their competitors?

By implication, advising encompasses full disclosure, including warnings about the ‘down’ sides of choosing an option. Most salespeople are very good at explaining the features and benefits of their products and services. How many salespeople disclose the detriments as well - without a prospect’s prompting? Those salespeople say that their job is to emphasize the positives. Some even acknowledge that they are telling “half-truths”. However, it is deceptive and unethical to “lie by omission”. For the typical salesperson, it’s just “part of the game.”

This same old sales game is often dressed up as “Probing for Problems and Solutions” in order to help the prospect. In reality, anything we sell must meet some of the prospect’s needs. It may be an explicit business need, such as reducing the volume of paperwork, or an executive’s implicit want, such as possessing the latest “must-have” gadget. There’s nothing wrong with selling something that someone wants to buy. However, it is deceptively manipulative to “probe for hidden problems” and “identify hidden pain” without disclosing your intentions, which are to *persuade* a prospect that your product or service will alleviate their newly discovered Pain. Furthermore, it is a very difficult and ineffective way to sell.

There is no probing for hidden needs in High Probability Selling. We won’t even give prospects an appointment if they merely know what their needs are, and are “really interested” in meeting with us. In High Probability Selling, we distinguish between Want and Need.

A small portion of the universe of businesses and/or people will need our product/service in the relatively near future. Those that want our product/service- right now- are High Probability Prospects. We will schedule appointments with them now.

Those who will want our product in the future are part of the viable prospect universe. Many of them will become High Probability Prospects in their own time, for their own reasons. The essential difference between Consultative Selling and High Probability Selling is that we don’t attempt to persuade, convince, or manipulate those prospects into Wanting. Selling that way almost always results in low closing averages. Although many may need what we’re selling, most will not buy until they decide they Want It Now. It’s not just semantics- a prospect either wants what we’re selling, or they don’t.

Another distinction between High Probability Selling and “consultative selling’” is Total Disclosure. In HPS, honesty and transparency are core tenets of the sales process. We trust and respect prospects, and require that prospects treat us with trust and respect as well. Practically speaking, we divulge the detriments as well as the benefits of our product/service. In turn, prospects must fully disclose their Wants, or requirements for doing business. At each step of the sales process, the prospect explicitly states their conditions for doing business, and agrees to purchase, if we can meet their requirements.

Ironically, salespeople who implement High Probability Selling usually act as advisors. Like a trusted advisor, High Probability salespeople practice total disclosure, divulging both the strengths and weaknesses of their offerings. Because we never pressure prospects into becoming buying customers, the selling process is relatively stress-free, as dealing with a trusted consultant should be.

What kind of salesperson are you? If you’re still pressuring and manipulating, this is probably reflected in your low closing rate. You may be playing the same old sales game while dressing yourself up as a Consultant. Maybe it’s time for you to get real about who you are and what you do.

Copyright 2006 High Probability Selling

Jacques Werth, author of “High Probability Selling,” is an internationally respected Sales Trainer and Sales Consultant. HPS graduates are excelling as top Sales Performers in over 70 industries. Visit High Probability Sales Training to discover how to make fewer appointments yet close significantly more sales. Exclusive CDs and MP3s teach you to turn the “Numbers Game” Upside-Down at High Probability Sales Training

Sales are all about leverage, because there is only so much you
can do on your own. But, with the help of these simple tools,
you can easily double, triple and quadruple your productiviting
and make more sales.

PhoneTray Dialup

PhoneTray Dialup allows you to receive and screen phone calls
while you are online. The program uses your V.92 modem and Call
Waiting service from your phone company to detect an incoming
call. If you have Caller ID on Call Waiting, also called Call
Waiting ID or Visual Call Waiting, PhoneTray will show the
caller’s name and number, so you can decide if you want to
answer the call or ignore it. If your internet provider supports
Modem-on-Hold, you can put internet on hold, take a call and
continue browsing after you finish talking.

PhoneTray logs all your incoming calls. It keeps the date, time,
name and phone number of each call. You can view a complete call
history or calls received today, this week or this month. You
can select what type of calls you want to see - all calls, local
calls, long distance calls etc. Because PhoneTray Dialup logs
all calls (you can keep the log as an Excel file), you can
easily follow up on your prospects.

More information: http://www.deprice.com/phonetraydialup.htm

Cure Reminder 2.1

With the help of Cute Reminder software you can easily create
desktop sticky notes and make reminders for an appointment,
birthday, phone call, bill payment, meeting, oil change, TV show
and other events or tasks, so you can concentrate on your
business.

The program automatically tracks the history of related events
and stores the information into archive. Individually colored
skins, support for audio files in various formats, schedule,
linking files and Web pages to reminders and printing. The
user-friendly interface provides comfort at your workplace
whether at the office or at home.

Cute Reminder will make it easy and natural for you to manage
your information, it will protect your mind from overstrain and
encourage your creativity.

More Information: http://www.deprice.com/cutereminder.htm

TextAloud

TextAloud converts any text into spoken words. Instead of the
valuable time you spend reading on your computer, imagine being
free to relax, get up and stretch, or work on other things while
the information you need is read to you in a pleasant, natural
sounding human voice.

Better still, leave your computer behind. TextAloud’s unique
Text to MP3 conversion can save your daily reading to MP3 audio
files to download to your portable MP3 player. Listen to email,
online news, or important documents while you exercise, work or
commute.

Just imaging how much more business you can do, if you listen to
your e-mails while driving back home, rather than wasting hours
on e-mail chores in the office or at home

More Information: http://www.deprice.com/textaloud.htm

Business owners have always wondered why one salesperson gets great results while others fail to hit the mark.

In a recent survey by Nightingale Conant, 2663 sales organisations were questioned and 41.48% of sales directors said their sales staff are performing below expectations. Whatever you believe you can do, you can; and whatever you believe you can’t do, you can’t. Like everyone, salespeople hold private beliefs about themselves, clients, market, competition, economybeliefs that can have an enormous impact, either positive or negative, on their sales performance.

While most Sales Directors understand the concept of managing activity levels, skills development and product knowledge, only the top performing Sales Directors understand the importance of the right mindset. Yet far too many feel powerless to help their salespeople turn their negative beliefs into positive ones. Those Sales Directors who do tackle such negative beliefs have found an unbeatable path to success.

The challenge facing all companies is how do you turn around staff to maximise performance when traditional training struggles to achieve lasting change. Each year, companies spend thousands on skills training only to find that most of their staff simply go back and do what they have always done. Why is it that only a few staff really benefit while others struggle to implement what they’ve learnt? We all know that training will enhance our careers but for some reason we just don’t learn. Why is this and why is it so hard to make effective change?

Performance coach, David Childerley is providing a welcome breakthrough for companies by identifying and removing staff performance blocks quickly and permanently.

Childerley has developed an accelerated solution which only takes minutes to make permanent change in staff beliefs and attitudes. The answer lies in the underlying feelings of the person. Most salespeople have a whole bunch of limiting beliefs about what is possible for them. Most formed these beliefs at school and these are still running their lives as adults and effecting their results. Skills training will always miss the mark if there is an underlying emotional block or limiting belief that doesn’t support them or the training.

Research conducted with over 100 sales organisations confirmed that 3 in 5 salespeople have limiting beliefs about their ability and income potential. Most interviewed, claimed they formed beliefs from reading their school reports: ‘could do better’ ‘bright but lazy’ ‘talks too much’ ‘easily distracted’ and the list goes on. These limiting beliefs learnt years ago dictate the persons performance and determine the individuals success in life.

Much has been happening in the field of performance psychology in recent times and several new “motivational change techniques” have been developed which dramatically cut the time necessary for effective emotional relief.

Childerley explained: “In countless cases I have witnessed lasting changes within one session. By ultilising my proven techniques I can transform staff beliefs and attitudes which increase productivity, especially in the sales function as fears of cold calling/prospecting and presenting/public speaking, seriously hold back growth. My rapid and simple techniques work in minutes to turn sales results around. You’ve probably seen similar techniques recently used on a number of new TV shows with Paul McKenna”.

David Childerley is a peak performance coach with over 10 years experience working with leading corporations and professional sportspeople. An expert on the human energy and belief system, David has developed techniques that accelerate personal change by rebalancing the belief system. Limiting beliefs that inhibit peak performance are removed allowing the individual to achieve higher levels of performance either in sports or at work. These rapid techniques represent a major breakthrough in realising staff performance potential. All coaching comes with guaranteed results.

Contact David Childerley on:
+44 (0)1223 460166 | 07791 473 766
david@davidchilderley.com
http://www.davidchilderley.com

If you are not using a reminder tool in your sales process, your customers will forget you are around. In most cases, probably 90 percent of the time, a buyer is not ready to buy, when you are ready to sell. If you have an automated reminder program in your sales process, you will capture more sales automatically.

TOMA is Critical to success
Top Of Mind Awareness (TOMA) is the sales goal we must strive for with our prospects and customers. Our customers are bombarded with thousands of messages everyday. In today’s world it’s virtually impossible to get away from commercial messages. When we examine our situation, it is no wonder prospects and customers lose track of us. How many messages are you getting each day through radio, television, direct mail, newspapers, magazines, billboards and road signs? There is simply too much competition for us to have TOMA with our prospects and customers unless we send reminders.

Many salespeople mistakenly think they are bugging prospects and customers when they send them email, mail or make the telephone calls to clients. Nothing could be further from the truth. Unless you are getting hate mail from your prospects and customers who are asking you to stop sending them letters, emails or sales material, you aren’t bugging your customers. Hopefully, you are maintaining TOMA.

Develop a Simple Follow-up System
Remember, 90 percent of your prospects aren’t ready to purchase when you are ready to sell. If you don’t keep in touch with prospects, they will forget you exist. Contact management systems are great sales tools, designed to keep track of prospects and customers. Many of these software programs are capable of a simply follow-up procedure. If you initiate a follow-up program, you will be amazed how many sales you can reap from this simple concept. If you automate this process, you will dramatically increase sales.

Don’t think of reminders as bugging your customers, think of them as contact management. If you don’t maintain TOMA, then you leave the door open for your prospect to buy from anyone who is around when they are ready to buy.

Steve Martinez is a Sales Management Growth Strategist and Founder of Selling Magic. His organization teaches businesses how to automate and customizing CRM solutions with the best practices of sales management for increased profits. http://www.sellingmagic.com

The leads marketing delivers to the sales team never seem good enough. Either the leads are “bad” and are wastes of a salesperson’s time, or there are just not enough “good” ones. If sales had more good prospects, the company would have more sales. Perhaps sales and marketing could work together more successfully if all agreed on what is a lead and what is a prospect.

A lead wants what you have, pure and simple. Somehow they’ve gotten the idea that what you have will improve their situation, so much so that they’re willing to raise their hand and identify themselves. You have succeeded in moving them from anonymity. They have “stepped into the light” and are willing to engage with you in conversation, if only temporarily. We describe people at this stage of the buying cycle as Engaged.

Sometimes this process reveals that we have a “bad” lead; these are people who don’t really want what we are selling, but want something else from us, usually for free!

A prospect not only (1) wants what you have, but also has (2) ability to buy and (3) reason to buy now.

A true prospect can afford what you’re selling. That means they have available — or can get — the budget needed to make the purchase. Plus they have the authority to make the purchase; to “sign the check”, if you will.

A true prospect also has a reason to buy now. Perhaps there’s an external compelling event that will require them to make a decision soon. Or perhaps they harbor an internal reason — often emotional in nature — that carries enough drive to induce them to open up their wallet and buy now.

Somewhere between leads and prospects we have shoppers. Those are buyers who want what you have, and (2) have the ability to buy, but no particular reason to buy today. Much sales (and marketing) energy is expended converting shoppers into buyers. Prospects are easier to convert, because we know they’re going to buy from somebody, and soon.

The questions we choose to ask people who engage with us need to help us understand the answers to those 3 questions. We’ll get more positive decisions when we can establish that a lead truly is a prospect.

Copyright 2005 Paul Johnson. All rights reserved.

Paul Johnson of Panache and Systems LLC consults and speaks on business strategy for systematically boosting sales performance using Shortcuts to Yes. Check out more salesforce development tips at http://panache-yes.com/tips.html. Call Paul direct in Atlanta, Georgia, USA at (770) 271-7719.

There are so many wimpy cold calling scripts out there that if your try them all, they’ll make your head spin.

You’ll find some scripts tell you to introduce yourself and bond before you get to the point, as though you’ll build a lasting relationship within a few seconds on the phone.

Other scripts direct you to tell prospect all about the company, as though your company’s history will justify the fact that your call that has interrupted the prospect’s day.

Some scripts even start out with the unconvincing words “This is not a sales call…” Yeah, right. Who do they think they’re kidding!

By the same token, you and I both know that the power of any sales presentation is in the words.

Face-to-face you have all sorts of visual cues that let you know whether or not you and your prospect are strolling down the primrose path, together.

In the blink of an eye you pick up cues such as a prospect’s crossed arms, broken eye contact, and other body language that lets you know when your words have taken the two of you off the profitable path. With these cues, you quickly figure out how to get back on track and can easily adjust your sales presentation accordingly.

On the phone, however, your cues come from background sounds, tone of voice, pacing, and the words themselves.

To stay on course self-control is key.

Say too much and you’ll hear, “If he’s interested he’ll call you” and wonder, “What happened?” Say too little and the gatekeeper will ask questions, to keep you talking, find out what she thinks she needs to know, and then get you off the phone.

Since sales professionals have a gift for gab and thrive on social interaction, we are most comfortable talking with people face-to-face. We prefer to be around people and usually dread cold calling on the telephone. When we do our cold call prospecting, it is easy for us to talk too fast; too spew out way too many words for the prospect to grasp on the phone, and to relinquish self-control altogether. We experience failure, not our favorite lesson, and quickly build an aversion to making cold calls.

Successful sales professionals turn aversion to attraction by using scripts that are, in essence, a sophisticated sales presentation. Scripts that are stripped down to the essential words, not too many and not too few words that “make the sale” in their 90-seconds of time on the phone with an executive or executive assistant.

Yes! A script can be that good and yield results of 6-8 appointments out of every 10 calls.

How do you come up with a script that’s so good? First, you must craft a script so that it contains each of the components of an effective face-to-face sales presentation. Then you must streamline the script for successful transition to the telephone.

A spectacular structure for a cold calling script is this:

1. Use the prospect’s name, in the form of a question, as your opening line. 2. Identify yourself 3. State the purpose of your call 4. Build a benefit statement that tells your prospect precisely what he/she will get out of meeting with youin terms of bottom line numbers. 5. Maintain self-control by knowing what you want out of the call and asking the questions you need to ask to get there.

Here’s an example of such a script:

“Mary?” “This is Leslie.” “I’m calling from ColdCallingExecutives.com to see whether or not I can double John’s revenues in 90 days or less.” “When’s the best time for him to meet, this week or next?” “I appreciate you. Thank you.”

Even the best cold callers are struck by how much effort it takes to relax during cold calls to executives, how few words actually need to be spoken during a structured sales call, and the power of a carefully crafted sales call.

You’ve heard the phrase “KISS … Keep It Simple, Stupid!” You can modify that a bit to help you with your own spectacular script for successful cold call prospecting. KISS… Keep It Simple and Structured. Then, enjoy your success as your new, simply spectacular cold calling strategy pays off!

Forward this article to friendsthey’ll thank you for it!

Copyright 2006 Top Dog Consulting

Author/Publisher Leslie Buterin (like butterin’ bread), is a published author, speaker and founder of Top Dog Consulting. She coaches sales executives and recruiters world-wide in techniques for changing the point of entry to the executive level. For your FREE mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit http://www.ColdCallingExecutives.com!

Let’s say you already know what the visitor actually wants from
you since you’re successful in driving targeted traffic, Right?
You’ve tried hard to get everything there is to turn her down as
your customer. That includes… your website design, guarantees,
ease of interface etc.

But if you’re successful in attracting her towards your site,
then why you’re having trouble in making sales? Here’s the
answer:

You’ve forgot, or ignored to use the human psychology.

Yes! Psychology. It’s like the electrical element in a bulb. As
the bulb can’t produce light without its element, marketing
without integrating psychology doesn’t generate sales.

Now you don’t have to be a psychologist in order to make sales.
Luckily there are 7 proven tactics available for use. There’s no
hidden secret. You can use these 7 tactics to make sales
whenever you wish.

Here are the 7 bullets:

But remember! These bullets work best if your site is highly
focused and targeted. Also a good ad copy with a little
creativity is a MUST.

Bullet 1 - Create Value

The first step to making a sale is getting your prospective
buyer to know your product. The best way to do this is by
creating value in your prospect’s mind.

The best way to create value is by listing the benefits of your
product, and then integrating these benefits tactfully with your
prospect’s need and wants.

Increasing value is easily done by simply adding bonuses that
cost you little or nothing to add and create a ‘package deal’.
There are a lot of other techniques too. If you’re successful in
creating value, you’re half way home. Be sure you have this
basic ingredient in your overall marketing campaign.

Bullet 2 - Give Her A Personal Touch

I guess it’s self-explanatory. Everyone wants to be given
importance. One-to-one. Think yourself from your visitor’s mind.
Would you like to purchase anything if you’re not given proper
care and importance as a customer? I bet you don’t. Everyone has
self-respect.

Everyone wants to get honored. Do you know the primary reason
for the huge success of Amazon.com? Yes, it’s the ‘personal
touch’ factor. They treat their customer as king. Even if the
customer is a hard nut, they have a policy to please him till he
gets satisfied. So do include the personal touch factor in your
marketing strategy.

Bullet 3 - Be Original

Create your own unique business niche. There’s no other better
way to achieve success than this. If you’re really serious about
long-term business success, this is crucial. Although coming up
with a niche seems intimidating to some people, it’s really very
easy to find one.

Keep reading my other niche building articles to explore the
niche magic.

Bullet 4 - Ignite Her Desire To Capture Success

Success is a very powerful word. Used positively with emotions,
this word can do wonders. Use words to paint a picture of life
in your prospect’s mind after they’ve bought your product. A
good technique is to activate your prospect’s subconscious mind
by creating mental movies in her mind.

Writing that is filled with descriptive nouns and verbs that
convey action to the reader are the secret to making your reader
’see’, ‘feel’ and ‘act’ on what you say.

Bullet 5 - Satisfy Her Idolization Needs

Have you ever wondered why they choose Michael Jordan and not
you to sell Hanes underwear? The reason is simple, everyone has
certain idolization needs - the desire to relate to and connect
with our “heroes”. Don’t take personally, but I probably
wouldn’t buy underwear from you in a million years.

So try getting your product positioned at a place, or on a
famous personality where it can satisfy your prospect’s
idolization needs.

Bullet 6 - Proof Sells

Nobody wants to be a fool, or get robbed. It’s the human nature
to have protection and security. Before buying anything,
everyone wants to know whether the product they’re buying is of
quality or not? Or the money they’re paying is worth the product
or not?

You eliminate your prospect’s skepticism by providing verifiable
proofs. If your product has proofs, you can easily eliminate her
skepticism. To provide proofs, testimonials can be used. Nothing
is better than word of mouth. People want to know how the other
person has benefited from your product.

Bullet 7 - Repeat Repeat And Repeat

One of the most powerful tools of persuasion is repetition.
Advertising man and author Kenneth Goode, in his 1932 book,
“Advertising,” wrote —

“As a matter of fact, the greatest of all advertising tricks is
that of persistently pounding away at the same suggestion while
still keeping the appearance of freshness of idea.”

The more you repeat your basic offer or basic reasons to buy,
the more you will influence your reader’s unconscious mind. The
above bullets are the proven methods to make sales. Have these
bullets in your marketing shotgun… and fire them at your
visitor… and all I can say is Good Luck! ?

The above bullets are the proven methods to make sales. Have
these bullets in your marketing shotgun… and fire them at your
visitor… and all I can say is Good Luck!