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Digg it UP - Unlock Your Prospect's Mind From The Inside
Charles Petrie, from Stanford, released a short article entitled “The Problem of Coordination,” which highlights 4 categories in which businesses find it difficult to connect:InteroperabilityAgent Communication Semantic Unification CoordinationThough this article refers to a specific type of business, its principles are just as applicable to any business, es
It deals with the balancing scale of acceptance and rejection. When we buy, it assists us in weighing our decisions based on emotions and logic.
When positive emotions are triggered in a sa
There are wild variances in how much involvement organisations are brave enough to offer their people in change. From those organisations where they just ‘tell’ (sometimes by text message even!), to the most enlightened extreme, where they enable wholesale contribution to the change process.Such organisations actually create the time and space to involve as many peo
Simply put, it's a fundamental model that you can use as a metaphor to help explain the way prospects govern their inner decision-making.
It's true that a potential buyer will profile several things in the background while evaluating an offer. Many little decisions are made along the way that lead up to the BIG yes or no final decision.
Some of these are subconscious thoughts while other times one may even notice their own mind chatter. However, in any case, a decision process is in action.
In the situation where a prospect is evaluating a sales offer, here is an overview of events going on deep inside the prospect's mind.
While responding to the offer, the prospect instinctively invokes a scoring system, which helps in evaluating the offer.
We ALL have this judgment system inside of us that we respond with.
This Inner Score Keeping System occurs mostly behind the scenes as we don't focus on the inner process. Although it is transparent to us, it's still there.
It deals with the balancing scale of acceptance and rejection. When we buy, it assists us in weighing our decisions based on emotions and logic.
When positive emotions are triggered in a sal
It is best to assume that with spoken language, simple is better than complex. Since we are unable to recapture or replay our spoken words, we hope that they will be correctly interpreted the first time they are heard. Unfortunately, spoken words can be the most misread and misinterpreted form of communication, and therefore, can be a great hindrance to effective persuasion. When you’re
Some of these are subconscious thoughts while other times one may even notice their own mind chatter. However, in any case, a decision process is in action.
In the situation where a prospect is evaluating a sales offer, here is an overview of events going on deep inside the prospect's mind.
While responding to the offer, the prospect instinctively invokes a scoring system, which helps in evaluating the offer.
We ALL have this judgment system inside of us that we respond with.
This Inner Score Keeping System occurs mostly behind the scenes as we don't focus on the inner process. Although it is transparent to us, it's still there.
It deals with the balancing scale of acceptance and rejection. When we buy, it assists us in weighing our decisions based on emotions and logic.
When positive emotions are triggered in a sa
Implementing new work techniques, strategies, or management systems in business organizations is often a daunting task for managers, as employees usually resist change. This is a fact acknowledged by several modern management theories. As such, any business organization that is planning to deploy Six Sigma needs to concentrate on building an effective communication system so that employe
In the situation where a prospect is evaluating a sales offer, here is an overview of events going on deep inside the prospect's mind.
While responding to the offer, the prospect instinctively invokes a scoring system, which helps in evaluating the offer.
We ALL have this judgment system inside of us that we respond with.
This Inner Score Keeping System occurs mostly behind the scenes as we don't focus on the inner process. Although it is transparent to us, it's still there.
It deals with the balancing scale of acceptance and rejection. When we buy, it assists us in weighing our decisions based on emotions and logic.
When positive emotions are triggered in a sa
Let’s imagine for a moment that you are in your middle thirties, an established businessman, and are looking to start a new company. What do you do? You write a business plan, pitch it to investors, get everything ready, announce a grand opening and ribbon cutting, and in that instant your business has begun.That is great way to work, but for students it is a hard act to follow. F
We ALL have this judgment system inside of us that we respond with.
This Inner Score Keeping System occurs mostly behind the scenes as we don't focus on the inner process. Although it is transparent to us, it's still there.
It deals with the balancing scale of acceptance and rejection. When we buy, it assists us in weighing our decisions based on emotions and logic.
When positive emotions are triggered in a sa
There are many techniques for coming up with new product ideas. One of the easiest ways is simply to think of ways to improve existing products. How do you do this most effectively? As you look at a product, ask good questions, starting with these.What can be changed?What can you change about a product to create a new one? Looking at a book, for example, you might imagine i
It deals with the balancing scale of acceptance and rejection. When we buy, it assists us in weighing our decisions based on emotions and logic.
When positive emotions are triggered in a sales offer, they theoretically score acceptance points, which are intended to collectively add-up over rejection. Rejection points always lean toward discouraging the buy.
Thus, in this virtual score-keeping setting, points equal positive or negative measurements of emotions (or logic) in proportion to the sales offer. This inner-judgment that we invisibly process, determines the outcome of the offers we evaluate.
We, as the prospective buyer, keep calculating this inner score in the background. The sales copy attempts to win us over by scoring maximum acceptance points, provoking the action to buy.
You know when you get a gut feeling 'to buy or not to buy', this is our inner score keeping system I am talking about. It regulates our buying behaviors and helps us make buying decisions.
Thus, when a prospect interfaces with a sales letter offer, it instinctively prompts this decision making process. It all comes down to a final response to the offer.
Ultimately, the prospect will either accept the offer to buy... o
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