Help people buy what they really need, not just what they think they want
Professional Sales Tips you'll learn today on The Sales Podcast...
- We have a love/hate with social media
- What is social dynamic selling?
- He sells seminars
- Over a decade
- Lots of direct mail to fill the events
- High ROI with direct mail, especially if you have a high-ticket offer
- Direct to consumer is a great industry for this marketing model
- People buy what they want, not what they need
- Your marketing has to make them realize they want it
- He has his own insurance agency
Related episodes and posts
- Who do you want to attract?
- How do you get someone's attention on social media?
- How do you get someone's attention in direct mail?
- Your prospect is reading your marketing letter as they stand over the trash can
- Fishing with corndogs
- Get your prospects on the hook and into the boat and then feed them healthy food
- But give them tempting bait
- Are they interested and conditioned to making decisions?
- I'm your best source for "more information." What do you need?
- Hearing "no" early is a win
- The direct mail to seminar model is the original funnel
- He has six metrics he tracks in response rates
- Each metric is a lever he can sharpen and improve
- You cannot manage what you don't measure
- There's nothing new under the sun
Direct mail still has the best marketing ROI if you're selling high-ticket products or services."
- He's repackaging existing offers with a slight tweak and going to market
- The product or service is irrelevant
- You need to just figure out how to get it to the marketplace
- Be content but dissatisfied
- It's a blessing and a curse
- Initially he sold one-to-one
- He could sell bigger ticket items and get overrides, but he wanted even more leverage
- He learned how to sell one-to-many
- He learned how to leveraged his time
- There's a different form of influence when selling to a group
- Became an NLP practitioner, i.e., he attended one course
- Perception is reality
- We have to influence and shape perception
- We have to meet our prospects where they are
- This is not manipulation or force
- "No" is an acceptable answer
You can't please everyone."
- Start with broad strokes and topics to get buy-in and then bring it down to brass tacks
- He's not a rah-rah guy driving people to the back of the room
- Know, like, and trust is alive and well
- The law of reciprocity is alive and well
- Most items for sale now are commodities
- Why should your prospects do business with you?
- Speak to the language they best hear
- The V.A.K. model
- Motivation vs. inspiration
- Motivation is external
- Inspiration is internal, it's "in spirit."
Inspiration is internal. It's 'in spirit.'"
- Coaching vs. consulting