Psychological Tricks in Selling
April 11, 2008
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Psychological Tricks in Selling
By Stephen Bucaro
In this article, I’m revealing six powerful secretpsychological tricks that you can use to increase theeffectiveness of your advertising and marketing. What ifyou don’t sell anything? Should you ignore this information?
You ARE selling something. Whether you are a Real Estateagent selling multi-million dollar homes, or a worker tryingto sell your boss on the idea that you are a valuableemployee, everybody is selling something. So it would bewise to learn these secret tricks and use them to achieveyour own personal success.
The secret psychological tricks that I am going to revealare not really secret. They have been used by shrewedsalesman for millenium. Their existence was revealed backin 1984 by Dr. Robert Cialdini in his book “Influence : ThePsychology of Persuasion”.
You will recognize these tricks being used everywhere inadvertising today. Now you will be able to put them to useto enhance your own personal success.
Selling Services
March 20, 2008
Selling a service isn’t the same as selling a product. Your prospect is buying an intangible. There are no shiny buttons to show off. You and your company are the visible representations of the service. You need to live up to them in your image. (marketing) And in how you “court” the prospect. (sales)
When you’re marketing, you focus on opening your prospect’s door. You’re part of the day-to-day noise, which crowds in on her, every day. Your job is to break through that clutter and produce a good enough impression that she is willing to take the next step and meet with you.
Once you get to meet with a prospect, your goals shift. The two main goals in the sales meeting are to get the prospect to reveal their desires (needs analysis) and to see you as the best solution (positioning).
The sales meeting is your opportunity to take the positive image your marketing has created, and bring the sales/marketing cycle to a fruitful conclusion. In the sales meeting, the prospect must come to feel that you are more than competent, and that you can be trusted with her company, her career and her dreams.
Ten Top Tips for Terminating Telephone Terror
February 28, 2008
1. Make telephone callsFew things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing.
2. Make a lot of telephone callsIf you have only one prospect to pursue, that prospect becomes overwhelmingly important. If you have hundreds of leads, no one prospect can make or break you. The more calls you make, the more success you will have.
3. PreparePrepare for cold calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service. And know the goal of your telephone call.
4. PracticeIf you are new to cold calling or uncomfortable with cold calling, practice your pitch out loud. Role-play with friends or colleagues. Practice various sales scenarios. This way, you will not have to worry about what you are going to say. You will be prepared, and you can focus in on your prospect.
7 Pitfalls of Using Email to Sell
February 8, 2008
* Are you sending e-mails to prospects instead of calling them?
* Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?
* Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward?
Sad but true, these days most people who sell for a living spend 80% of their time trying to communicate with prospects via e-mail instead of actually picking up the phone and speaking with them. Are you one of those people? If so, you aren’t alone…but do you understand why you’ve turned to e-mail instead of personal contact? I think there are 2 core reasons that underlie this unfortunate trend:
* Fear of rejection. The sheer negative force of anticipating rejection makes people turn to e-mail to generate new prospect relationships because it hurts less to not get a reply than to hear that verbal “no.”
* Getting blocked by gatekeepers andvoicemail. When salespeople don’t know how to break through the barriers of gatekeepers and voicemail, they start thinking, “Forget it — it’s not worth the aggravation, and it takes too much energy. I’ll just e-mail instead.”
7 Ways to Stop Selling & Start Building Relationships
January 15, 2008
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.
I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology solution. Michael had been struggling with a mental block about how to detach from the traditional sales thinking he had learned from old-school sales “gurus”.
You know who they are. You may even have some of their books or tapes. And you know their sales messages too: “Always be closing,” “Think positive, and you’ll overcome all your cold calling fears,” “All you need to boost your sales is a few new sales techniques.”
But all these outdated sales messages fail to address the core issue of how we think about selling. And unless we get to that core, and change it once and for all, we’ll go on struggling with the same counterproductive sales behaviors. We’ll go on experiencing the same difficulties and frustrations. And we’ll continue to believe that we’re always just one new sales technique away from the breakthrough we’re looking for.
The Anatomy of a Sales Letter
December 25, 2007
When Dr. Frankenstein exclaimed “it’s alive… it’s alive,” he thought he had brought wonderful new life to the world. What he really did was create a monster. He took a bit from here and another piece from there and sewed it altogether. Then he was distressed to see how things turned out. Many marketers create their own monsters in the form of sales letters. They throw everything into them and then are distressed at the response.
Sales letters work best when you have something to sell. You make an offer. Too many sales letters from smaller businesses are of the “Hi my name is…” school. When it comes right down to it, I’m busy; I don’t care if you just started this wonderful venture because you love to serve people. What can you do for me right now? Why should I take time reading any of your letter? Make me an offer I can’t refuse. Quickly convince me that I need what you have to offer.
When creating a better monster–er sales letter–start off where Frankenstein made his biggest mistake. He used the wrong head.
Why People Use Long Sales Copy
December 5, 2007
Have you ever wondered why some people use long sales letter?
Here is the answer: These people newer bothered to find out what the potential customer wants.
If you know exactly what your potential customer wants, you can be short and to the point.
So, Mr. Marketing Genius comes along and wants to sell something.Instead of finding out what the target audience wants, that “genius”just tries to offer everything.
Then some people actually buy what was offered and the “genius”thinks he has found the solution: Long sales Copy.
But unfortunately, or luckily, that is the wrong reason. If you haveto offer something that even vaguely represents what your customerwants, you will make sales.
But if you find out what is exactly wanted and offer that you willcreate a boom.
So, go ahead and do some surveys to find out what your target audiencereally wants. If you use that in your sales copy, you will wind up withvery short sales copy and lots of sales.
———————————————————————————————-Hans Peter Jeschke (HP) is an Advertising and Marketing Professional and has helped many Companies and Individuals to become highly successful. He publishes a
Stuff We Make Up About Our Prospects
November 14, 2007
? Go through the "no’s" to get to "yes."
? It takes X number of "no’s" to get 1 "yes."
? Every "no" brings you closer to "yes."
I’ve heard these statements in so many sales training courses and read them in so many sales books. No wonder so many people hate cold calling! Who wants to hear "no"? Who wants to go through X number of "no’s" to get to "yes"? That’s exhausting and demoralizing. Ecch!
Wouldn’t it be so much nicer if almost no one said "no"? Isn’t it great to hear "yes"! Wouldn’t it be wonderful to only hear possibilities? Well, you can. And this is how:
I have been writing a lot recently about changing the way that you think. Many times, what we think is a "no" is really something that we are making up! It is important to differentiate between the actual words your prospect says and what you think your prospect is saying. There are the "facts," or "the words," and then there are the stories, the things we make up about what we think our prospect is really saying. Frequently, the two have nothing in common!
Selling Commodities
October 23, 2007
“How do you create a perceived value to differentiate yourself from the competition, when you are both selling a commodity?”
That’s a question I’m often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive global economy means that no one can keep a competitive edge in their product for very long. Develop a hot new product or service, and before you can take your first check to the bank, a competitor has a hotter or cheaper version. As a result, customers are more and more inclined to view your product or service as a commodity - no real difference between you and the next guy.
This complicates life for the salesperson. In some cases, you are selling exactly the same thing as your competitor. I spent a number of years selling for a distributor who sold, for the most part, exactly the same products as four or five competitors. Many of my clients work in this arena. Lumber distributors (a piece of lumber is a piece of lumber), industrial fasteners (a screw is a screw is a screw), petroleum (87 octane gasoline is 87 octane gasoline) etc. The list goes on and on.
5+5 = Your Dream
October 2, 2007
JOHN DI LEMME ON “5 + 5 = Your Dream” I know your thinking…Okay John, 5+5 does not equal 5 so let me please explain. Let’s start with a question. How many times have you heard that you need to have a "long term" goal and be focused for the entire length of that "long term"? In this article, I am going to focus on a 5 year goal and explain how you will know if you are truly on track to achieve your 5 year goal in life. In the equation, the answer 5 is your five-year goal and the 5+5 is the underlying secret to attaining that goal.
As I speak with numerous people on a daily basis, I hear their frustration about their goals that they’ve set and the lack of progress that they have made. As I say, "A mountain is built one pebble at a time and climbed one step at a time."
