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Digg it UP - Sales Techniques to STOP Using If You Want to Sell More
Between PR and advertising, many online businesses today prefer PR services because of two good reasons: one, PR is cheaper than advertising; and two, PR services are lasting in effect when it comes to promotions. But we could also argue that given PR as a cheaper commodity and effective in promotional services than advertising, still, many companies cannot afford to have its services.This is especially true with small-time and starting compan
Traditional selling strategies would recommend that you take the edge off of the prospect's worries and connect yourself more strongly to your prospect by using the "Feel, Felt, Found" technique. You've all heard it, probably even SAID it, before: "I understand exactly how you feel. Ma
The word of mouth begins and ends with people, in fact your customers. Your customers will talk good or bad. But, you definitely want the talk to be good and your satisfied customers generate a good talk. So, what all you can do to have the good talk flowing? Let’s explore the factors.Factors Catalyzing Positive Word Of Mouth MarketingThe word of mouth plan: Whatever plan you adopt for generating a word of mouth, should be well drafted.
Why "Feel, Felt, Found" is a Foolish Thing to Say
The essence of every sales call is to complete three basic tasks: 1) help your prospect identify a situation in need of their immediate attention; 2) prove you're the solution they need; and 3) secure their commitment.
Let's focus on the first task.
Here's a common situation sales professionals encounter: Let's say you're a financial services sales professional. You're meeting with a prospective financial planning client and as you're asking some basic fact-finding questions, your prospect reveals that they are worried about their retirement. There are only three ways you can respond to their statement, you can normalize their concerns, ignore their worries, or pursue their issue.
Traditional selling strategies would recommend that you take the edge off of the prospect's worries and connect yourself more strongly to your prospect by using the "Feel, Felt, Found" technique. You've all heard it, probably even SAID it, before: "I understand exactly how you feel. Man
This weeks issue of Marketing is, as they proudly announce, their 75th Anniversary Issue.So I eagerly grabbed it hoping that it was going to reveal not only the past history of Marketing and Advertising in England but, and to me, more importantly, the exciting future that lays ahead.Was I ever wrong!There was not one mention of the word “communication”, despite the fact that, in my opinion, successful communication is what market
Why "Feel, Felt, Found" is a Foolish Thing to Say
The essence of every sales call is to complete three basic tasks: 1) help your prospect identify a situation in need of their immediate attention; 2) prove you're the solution they need; and 3) secure their commitment.
Let's focus on the first task.
Here's a common situation sales professionals encounter: Let's say you're a financial services sales professional. You're meeting with a prospective financial planning client and as you're asking some basic fact-finding questions, your prospect reveals that they are worried about their retirement. There are only three ways you can respond to their statement, you can normalize their concerns, ignore their worries, or pursue their issue.
Traditional selling strategies would recommend that you take the edge off of the prospect's worries and connect yourself more strongly to your prospect by using the "Feel, Felt, Found" technique. You've all heard it, probably even SAID it, before: "I understand exactly how you feel. Ma
Marketing is a vital and important aspect of bringing customers to your business. While marketing isn't the selling point, you cannot sell without first having attracted a clientele. Knowing how vital marketing is to your business you should always attempt to add branding to all marketing efforts.Why is branding important? Quite simply branding is when people remember your business name and can associate it with your industry without the aid o
Let's focus on the first task.
Here's a common situation sales professionals encounter: Let's say you're a financial services sales professional. You're meeting with a prospective financial planning client and as you're asking some basic fact-finding questions, your prospect reveals that they are worried about their retirement. There are only three ways you can respond to their statement, you can normalize their concerns, ignore their worries, or pursue their issue.
Traditional selling strategies would recommend that you take the edge off of the prospect's worries and connect yourself more strongly to your prospect by using the "Feel, Felt, Found" technique. You've all heard it, probably even SAID it, before: "I understand exactly how you feel. Ma
Starting a business is like starting your own baseball team. Start-up (Spring training) is when you are doing your research, deciding on a business name, zoning requirements, setting up your business, deciding on what form your business will take (sole proprietorship, corporation, LLC). You're assembling all the parts of your business (team), getting ready for the season (your opening day). Once spring training is over, and the season begins
Traditional selling strategies would recommend that you take the edge off of the prospect's worries and connect yourself more strongly to your prospect by using the "Feel, Felt, Found" technique. You've all heard it, probably even SAID it, before: "I understand exactly how you feel. Ma
Boundary setting is something one expects to find in a parenting book or a psychologist's journal. However, it applies to adult to adult relationships at work as much as it does to adult to child relationships.In almost any workplace, for any given behaviour required to deliver an organsation's goal, people can be split into three groups.One group is those that are both willing and able to perform and behave in a manner which contribute
Traditional selling strategies would recommend that you take the edge off of the prospect's worries and connect yourself more strongly to your prospect by using the "Feel, Felt, Found" technique. You've all heard it, probably even SAID it, before: "I understand exactly how you feel. Many of my clients felt the same way. But by working with us, they found the answers to their greatest concerns."
So what's wrong with that?
If you say that, or anything to the effect of, "Everyone is concerned about their retirement" or, "That's what we hear people tell us every day" or even, "You've certainly come to the right place." you're normalizing what your prospect is experiencing. Stop and think about it: You're actually telling them that their situation ISN'T as unique as they thought it was, that you deal with similar situations all the time, that their situation is commonplace. That awareness reduces your prospect's level of productive tension as it calms their worries. In turn, that reduces the likelihood of your prospect confronting their situation and doing something about it, so STOP normalizing what your prospect is experiencing!
If you completely ignore your prospect's statement and let it pass by without any acknowledgement whatsoever, you're communicating that their concern is so unnecessary and their situation so inconsequential that it doesn't even deserve a moment's attention. If you dismiss your prospect's concerns, directly or indirect
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