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| Sales Training Information |
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How to Boost Your Sales Letter Conversion Rate
Emotion and reason mix very well together to make excellent sales techniques. Expert copywriters, while writing their sales copy in a systematic and methodological way, use emotions and emotional triggers all the time. The famous Robert Collier must have been a real master of this technique. When I studied some of his letters, I discovered the use of emotional triggers so subtle that you hardly notice them. What a wonderful way of selling. Using emotion sales techniques brings results, as the example of Collier may show. Some people however, consider such methods, especially when emotion is used, as some sort of persuading "art". It isn't! On the contrary. Sales techniques and methodological selling are systematic processes of measurable and iterative milestones, by which the offer enables the buyer to visualize the end result or how to achieve her goal in a profitable way. Emotion in daily life is the reflection of someone's mental state of existence. Commonly emotions are based on physical (internal) and social (external) sensory feelings. Pleasure and sadness, delight and disgust, love and hate, bravery and anxiety can all be described in both physiological and psychological terms. Sometimes emotion is considered to be the exact opposite of reason. Indeed, occasionally emotional reactions, often undesired by the individual experiencing them, can't be controlled by reason. But most of the time in daily life this isn't true. More often than not, passion, emotion, or feeling is backed by logical arguments. Moreover, researchers suggest that typically there is no thought based "purely" on emotion or "purely" on intellectual logic. Most cognitions and conclusions are founded on a mixture of both. That's why emotional sales techniques work. In our modern society most people's basic needs like physiological, safety and belonging requirements (the lower levels of Maslow's Hierarchy of Human Needs (http://www.maslow.org/sub/mas_notes.htm) are fulfilled. So their needs come from the top of the pyramid: the need for status, fame, glory, recognition, attention, reputation, appreciation, and dignity, even dominance. Higher (sub) levels involve the need for self-respect, including such feelings as confidence, competence, achievement, mastery, independence, and freedom. As Maslow pointed out so perfectly, in order to achieve a higher level on his pyramid you need to have your lower needs taken care of, at least to a very considerable extent. That's where the fear of loss comes in. Almost always triggered by an emotion, followed by logic and reason that tells us that this indeed could happen. Insurance companies know this. And they use it in their commercials. A perfect example of emotional sales techniques. Another one is used for skin care products: 'Because You Deserve It!'. You see, we are emotional creatures. We think emotionally, act emotionally and make decisions emotionally. I can proof that, but I don't want to be flamed, so I'll take my own spouse as an example. If I ask her why she bought that new pair of shoes, she will say, 'I need it!', of course. Sounds familiar? And how about this famous ad by David Ogilvy: "At 60 miles an hour the loudest noise in this new Rolls Royce comes from the electric clock." Reading that, wouldn't you want to experience that noise for just once? So, we are emotional creatures indeed. Yet nobody wants to be thought of as 'emotional' and therefore we use 'logical' arguments to justify our purchasing habits. People buy things they don't need just to satisfy a desire that can't be eliminated any other way and then justify their decisions by using logical arguments. That's why emotion and reason mix very well together to make an excellent sales technique. If you really use it, I guarantee you will profit from it. Case Stevens, owner of AnOwnSite Internet Marketing, now has a new sensational product: Discover the '22 Secret Emotion Hot Buttons' to Sell More Things ... To More People ... More Often Subscribe to his newsletter at Affordable Online Strategies
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Coaching As They Approcah the Finish Line... The Winner Is? Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over. How to Achieve Sales Goals by Focusing on Activities When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Per the advice in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on fabulous vacations, that kind of stuff. And, every day, several times a day, I visualized what my life would be like after I had achieved my goals. How To Get Clients To Take Immediate Action Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a sense of urgency and get your clients to want what you have now! Business Appointment Success or Failure One of the quickest ways to loose a sale is to be late for an appointment. A businessperson's character, among other things, may be judged by their punctuality. Some prospects may see it as a slap in the face if you are late for your meeting with them. They may view it as a sign you have no regard for your own word, or their time. And you cannot be depended upon. So why should they do business with the likes of you? 10 Great Ways To Generate More Sales 1. Negotiate with e-zine publishers to get free or discounted ads by letting them join your affiliate program and earn commissions on the ad you run. The 7 Deaths of a Salesman In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about doing the right things, it's about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, you'll be well on you way to selling success. 7 Keys to Turning Cold Calls Into Warm Calls Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me? More Sales with Less Selling Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets? Curiosity and How It Effects Your Business Proposition The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk. Top 7 Psychological Triggers For Unlimited Sales Did you know that there are specific psychological triggers you can use to influence the decisions of peoples and persuade them to buy what you are selling? Sharpening Your Sales Skills Making a living in sales can be very rewarding, however, it can also be tough at times. That is why it is very important to stay on top of your game at all times. The Reason Why They Buy If you are a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you. Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen. Youre Hired... I Think I'm not a fan of "The Donald" and I had never seen his hit show until last week. Bernadette, my wife, seems hooked on "The Apprentice" and makes a habit of watching every Thursday while I usually go off to our den to read a book. Each week, she encourages me to watch - and each week I decline. I keep telling her she is probably the only person over 35 to be interested in his show. "Oh, I think you'd be surprised," she tells me. Leverage Avoidance Values for Irresistible Selling What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria. How to Build Rapport in 7 Seconds! I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months did not even make one sale. Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results? Sales is still a must for any company who wishes to stay in the marketplace. A recent Internet search uncovered over 471,000,000 hits on the words sales or selling. Visiting an Internet bookstore revealed similar interest with almost 11,400 titles including the key word of sales, over 8,208 titles with the key word of selling and 4,700 titles with the key words of sales and marketing. Value Add Negotiating for Sales Professionals Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel shot and grit, and other products for the mill's laboratories. Unfortunately, you are usually able to obtain only about 30% of this business. Bite Your Tongue Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week. Increase Your Sales With an Incredible Offer What are you selling?
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