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Digg it UP - Selling with Stories
A team is not just a group of people. All too often a group of individuals are put together in a room with a common task and expected to accomplish a goal efficiently and effectively. This is something that is harder to accomplish than you might think. To get a task done as a group the group will have to work together
So what exactly does this mean? How did the top performers go about building trust and cred
1.) Socialization. Often times, the self-employed have little or no contact with the outside world, unless they are in retail business or a business that deals with a live face-to-face customer base. For Internet Marketers this goes double. Joining an offline networking group can get you face to face with other people
In the early 1990s Fortune magazine decided to do an article on selling. The question they set out to answer was:
Why were some people so good at selling while others so blatantly bad?
To find out the answer the writers interviewed 24 top sales performers across a broad spectrum of fields. Among those who were interviewed were financial advisors, insurance producers, executive recruiters and a wide variety of consultants and high-value services providers. Here is what they learned.
The most successful sales people sell without it ever being apparent that they are in fact, selling. There was nothing obvious or obnoxious about their presentation. No Trial Close, Ben Franklin close or Take Away closes. They sold, but they sold invisibly.
Moreover the Fortune article concluded that the more you are marketing and selling high-value services the more important it is to be able to sell invisibly.
So what exactly does this mean? How did the top performers go about building trust and credi
“Just go ahead and sign right here”How many times have you heard those words? Probably more than just a couple. That’s because salespeople know that the longer a person waits to commit; the less likely they will make their sale. There’s nothing wrong with it because it is in fact true. If they let you
To find out the answer the writers interviewed 24 top sales performers across a broad spectrum of fields. Among those who were interviewed were financial advisors, insurance producers, executive recruiters and a wide variety of consultants and high-value services providers. Here is what they learned.
The most successful sales people sell without it ever being apparent that they are in fact, selling. There was nothing obvious or obnoxious about their presentation. No Trial Close, Ben Franklin close or Take Away closes. They sold, but they sold invisibly.
Moreover the Fortune article concluded that the more you are marketing and selling high-value services the more important it is to be able to sell invisibly.
So what exactly does this mean? How did the top performers go about building trust and cred
Sometimes in the search for a cheap conference calling solution, companies will often run across websites offering free web conference calling. Are these services offering a real service? Are there any hidden fees or gimmicks? In most cases believe it or not, there are no gimmicks. Certain service provider do in fact
The most successful sales people sell without it ever being apparent that they are in fact, selling. There was nothing obvious or obnoxious about their presentation. No Trial Close, Ben Franklin close or Take Away closes. They sold, but they sold invisibly.
Moreover the Fortune article concluded that the more you are marketing and selling high-value services the more important it is to be able to sell invisibly.
So what exactly does this mean? How did the top performers go about building trust and cred
Sometimes we feel that we are handling everything just fine. You’re a business owner and your list of clients is growing leaps and bounds as you hoped it would. The money is coming in and you may even enjoy spending an extra hour or two at the office to get caught up at the end of the day or early in the morning before
Moreover the Fortune article concluded that the more you are marketing and selling high-value services the more important it is to be able to sell invisibly.
So what exactly does this mean? How did the top performers go about building trust and cred
What is a rain check?A rain check is a ticket you receive when an item is out of stock. They are placed at the courtesy counters and all you normally need to do is ask for one.How do I get a rain check?When an item is on sale it normally sells out quickly. When this happens, most peop
So what exactly does this mean? How did the top performers go about building trust and credibility? How did they overcome often deep-seated skepticism? How did they persuade others to their point of view?
The one thing in common was, they all told stories.
Lots of stories. Stories that demonstrated how others had successfully achieved results by using their services. Stories that preemptively addressed objections or concerns. Stories that made it easy for others to refer them to their friends and colleagues. Stories that built credibility and reduced skepticism.
So why do you need a marketing story?
You need them for your brochures, sales letters and your website. You need them for your face-to-face sales presentations. However, we believe that the most important reason to have a marketing story is
It differentiates you from your competition and establishes your brand.
Ultimately, the stories you tell about who you are,
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