sales

What's Your Pleasure, Pain Or Pleasure?

What motivates you? You’d be surprised. Some people are motivated by moving away from pain. Others are motivated by moving toward pleasure. Only by understanding the true motivations of your customers can you present your product in the best possible light. This is where a lot of marketers make a big mistake, and consequently miss out on a lot of business.
First of all, think of your favorite food. Got it? Good. Now imagine that you are going fishing. Would you use your favorite food on the hook? Why not? Obviously, fish don’t like that. When you go fishing, it’s obvious that you bait your hook with what the fish want, not what you want.
But so often, marketers try and sell their products based on what they want rather than what their customers want. If you do this, you might as well go fishing with a big fat bacon …

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sales

Direct Marketing - The Future of Advertisement

In large part because of the ever-evolving internet, direct marketing has become an increasingly popular sales method. This form of marketing is essentially an alternative to traditional advertisement strategies. Most of the companies that utilize these traditional methods pay for mass exposure in the form of television and radio commercials, newspaper ads, and by constantly running widespread internet advertisements.
When executing traditional marketing strategies, companies are simply appealing to the masses and hoping enough potential customers see their advertisements. Direct Sales Marketers operate in a vastly different manner than the aforementioned.
I’m Still Not Sure What Direct Marketing Is…
This strategy of marketing involves a salesman that brings their product right to you. Instead of hoping that the right demographic of customers is exposed to their massive advertisement campaigns, direct salesmen target specific customers and their specific needs. For example, if a direct marketer is representing a sugar loaded energy …

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sales

Learning to Sell and Chew Gum at the Same Time

I’ve written a lot in the last few years about what I call Service Oriented Selling. Unbelievable amounts of money are still spent by organizations trying to teach their salespeople strategies and techniques designed to manipulate and control potential customers. Slick openings, closes, tie-downs and overcoming objections are still often the norm. But when was the last time you bought something from a salesperson because they were smooth or slick?
If that same money spent on teaching sales people to educate and serve or reinvested in better experience, service or product design I convinced organizations would increase profits as customers beat the doors down. I beat the doors down at Starbucks and Apple and so do a lot of others.
Business Consultant Tom Peters has been touting design as the key Sales Advantage in the 21st Century well before that Century saw it’s first day. I’ve listened to him rant …

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sales

As The Market Turns

It’s been a long time coming years upon years of countless foreclosures, short sales and distressed properties have hit the Real Estate market but believe it or not, we are finally starting to see things in a better light.
Recently the National Association of Realtors released statistics that’s showing improving market conditions.
In 2011 existing home sales rose 1.7 percent, but our gains came at the very end of 2011 with an upsurge in sales during the last 3 months and it continues to this day to gain momentum. December sales data shows an increase sales by investors paying cash increased by 3 percent and accounted for 31 percent of all sales.
Also, the available housing inventory for sale dropped 9.2 percent. This represents a little over a 6 month supply of homes available on the market. The lowest level since March 2005!
With prices stabilizing and mortgage rates continuing …

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sales

Make Your Networking Count! Relationship First, Business Second

Last week I was the MC and the motivational speaker for a MEGA Networking event. I had the opportunity to watch more than 100 people spend more than four hours making connections, exchanging business cards and learning about each others’ businesses.
Each person left that day with at least 80 or so business cards, and a whole lot of opportunity to build their network. In fact, I am sure that more than one person left that room feeling a little more than overwhelmed. I mean, how great that you made so many connections, but now what? How do you make your networking count?
To get the most out of networking you need to follow these simple rules:
1. Know Your Criteria — You meet a whole room full of people, you make great connections and now you have a stack of business cards thicker than a triple-decker sandwich. What are …

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