|
|
| Sales Training Information |
|
|
Sales Lessons from Bob Vila
There's more to what he does than meets the eye With so many different programs, and reruns and re-packaging of older programs, we can assume there are few people on the planet who do not know about Bob Vila. Starting with the original "This Ol' House" programs on PBS in 1979, Bob Vila and his empire, have grown into a major force in the Home Improvement Television genre. The professional salesperson can learn a whole lot more from Bob Vila than how to screet concrete or put mud on the drywall. Bob Vila is a study in brand awareness. Bob is the brand. The challenge was getting people to recognize, and ultimately respect Bob Vila, as THE home improvement expert. Whatever he did before that first TV program is inconsequential as is whether or not he can saw a board of drive a nail (something he does verl little of on his show). Bob Vila became a household name. Brand awareness to the highest degree. So high in fact that Sears asked him to be a spokesperson and that killed his deal with PBS (his first network gig). Now Bob has "Home Again with Bob Vila", "Bob Vila's Guide to Historic Homes" and others plus specials, books and tapes and even "Bob Vila's Home Design" series on two CD's (handsomely packaged, of course). They are recycling the first PBS shows and calling them "This Ol' House Classics". Bob is a TV pitchman, too. He sells credit card debt reduction and every product Sears can come up with, plus a closet full of books and videos. This did not happen by accident, but by clever design. The design element continues today, every time you see him on the tube. How did he do it? Simple, all he did was tell all the people on TV to call him by name, over and over. A lot like subliminal advertising. You don't realize you are getting the message. A typical segment of any of his programs, past or present, might go like this: Bob: Today on our show, Fred Murtz is going to show us how to cut a board with a handsaw. Welcome to our show Fred. Fred: Thanks, Bob, glad to be here. Bob: You've been cutting boards for a long time Fred: I sure have Bob. I got my first hand saw at age seven, from my grandpa. I brought several saws to show you, Bob. Bob: Show us how to use that saw (pointing) Fred: That is a crosscut saw, Bob. It is the mainstay in most basic construction. Bob, this is the easiest of all saws to use. You hold it like this, Bob. And when you begin the movement up and down, you put your index finger along the side here, can you see that, Bob? That's how you cut straighter Bob, with that little finger pointing the way. (and so on.) catching on? Everyone Bob talks with uses his name repeatedly. If you look at it apart from the program, you can see that people don't really talk that way. Could all his guests be instructed to use his name in every sentence possible? Bob never uses their name after the introduction until the end bit when he thanks the guest, by name. So who's name do we hear, hundreds of times in a program? Bob Vila! It did not take long for him to be recognized as consummate hammer and nails guru. Better yet, he doesn't do any of the work on his shows, he just gets people to use his name while they do it all. How does this relate to sales you ask? Easy, you can use the Bob Vila approach on your customers. Use their name at every opportunity. Practice until you can use it in every third sentence. It will create an instant rapport. The more you can use the customer's name, the more you can build trust and confidence with that person. Think about the many times you have watched Bob on TV and not noticed how the guests use his name over and over. The majority of people don't see it until someone (like me in this article) points it out. Most folks never see the hidden meaning there, or recognize the unusual sentence structure. You can use name-infected sentences in any conversation, to your advantage, every time. They work, beautifully. And they never offend ("Hey, Fred, would you mind not using my name so much, I'm sorta sensitive!"). The next time you talk with a customer, remember what Bob Vila did and you, too, can be the most respected person in your field. For another article about business, get "Voice Mail Can Be Your Buddy" VoiceMail@BigIdeasGroup.com ©2005 BIG Mike McDaniel All Rights Reserved Mike@BIGIdeasGroup.com BIG Mike is a Professional Speaker and Small Business Consultant with over 30 years experience, http://BIGIdeasGroup.com Subscribe to "BIG Mike's BIG Ideas" Newsletter MailTo:subscribe-956603364@ezinedirector.net
Mr. Fantastic, LLC Announces Sales Training and Motivation Tele ... - Newswire Today (press release)
Sales-Training - Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching 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! The Dos and Donts of an Elevator Pitch The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? Successful Sales Strategies: Winning the Close Ones The "Three Cs" in building customer relationships are a key component of professional selling skills. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections? Selling Yourself - Its Not About You I recently found myself suffering from a lousy cold; all the coughing, snuffling and sneezing symptoms which send other people running for cover. Closing The Sale So -- you've just gotten off of the phone with a potential client. You've explained what you do and how you can help them -- and they still did not end up hiring you. Where did you go wrong? You are EXPERIENCED, you are professional -- and yet you seem to have a hard time turning those leads into paying clients. Perhaps you are approaching the situation from the wrong perspective. Maybe you are focusing too much on the sale and not enough on the potential for a RELATIONSHIP with this person. 7 Phrases You Cant Say in Sales 7 Phrases You Can't Say in Sales Boost Your Productivity, Networking and Sales: Make an Impression Through out our career and lives we regularly get an opportunity to meet new people and form new relationships. Did you know you have seven seconds to make a first impression? Apparently in those seven seconds people assess your age, income, marital status, education level and interests in seven seconds! Regardless of whether people are right about their perception of you? we all subconsciously make assessments of people when we meet them. To ensure you make an outstanding impression every time? try some of these tips. Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain. Training for Trade Shows - 5 FAQs Trade shows are so obvious. You go. You hand out brochures. You come back to the office. It's just a glitch in your work week. Well, it's much more than that. Your bottom line can float on when you make - or lose - a sale at a trade show. 7 Sales Techniques To Differentiate You From The Competition You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional sales representative you should focus on what makes you different because the similarities will take care of themselves. How To Attract Buyers Using The Right Sales Terminology It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales. Psychology of Converting a Prospect to Money If you want a truly successful business, you need to take a close look at how Psychology can set you apart from the rest of your competition. 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 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. In Sales The Biggest Rolodex Wins How many names do you have in your business Rolodex? ______ 9 TIPS: Dont Sell Me - Persuade Me We all have something in our past we believe someone "sold" us. It might have been a lemon yellow car, a skimpy skirt or a purple tie. We bought it because -despite our gut feeling - we thought we were doing the right thing. We wanted to please the salesman - and we believed that person knew more than we did. Until we got home. Busting Your Assumptions: Effective Probing Techniques for Sales Professionals Do you find yourself making these kinds of assumptions? How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale! Follow this story... Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them.
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
