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Actual for You - Sales Myth #14 - Enthusiasm is the Key to a Successful Sales Pitch
These sales letter motivation techniques will get your prospects ordering without delay. If you don’t give your potential buyers a reason to order… or call… or inquire… RIGHT NOW…… they won’t!It’s that simple.Your offer must include reason why your prospect needs to respond immediately. If not, your sales copy lacks motivation. Just make sure it’s an honest reason.Using response mechanisms in ads and sales letters is the heart of direct response marketing.You can also think of it this way. Great copy tries to prevent procrastination. People love buying things. So give them reasons to buy.Here are t
In 1987 I got hit with the “Big Ah-ha.” That “Ah-ha” marked the origin of my Question Based Sales and Marketing system.
I discovered that a salesperson who is a calm, quiet, expert questioner and effective listener experiences a greater degree of success than her more enthusiastic counterpart. Are You in Control of Your Practice or Does it Control You?
One of the most common complaints that business owners have today is that they feel their practice is running them and that they’re being pulled in every direction instead of really running the business themselves.Well, I’d like to tell you, when I was in practice I experienced the same thing. I was working too many hours, not seeing my family as much as I should; my staff always came to me looking for the solutions to day-to-day scenarios and so on. I found I was lacking the amount of time necessary to really do what I loved best which was working with my patients, seeing their results and being able to live life.After 5 years
Here's the "story" on which Sales Myth #14 is based:
An enthusiastic salesperson will make more sales than an unenthusiastic salesperson.
Your marketing and sales success will increase proportionately to your level of enthusiasm.
Enthusiasm is contagious.
When you give an enthusiastic presentation about your company, your product or your service--- your prospects will follow your lead, become enthused themselves, and buy from you.
Here's the problem created by Sales Myth #14:
Enthusiastic salespeople have a tendency to turn people off rather than on. Ooops!
Is that hard for you to swallow?
It was for me.
In the mid-1980’s I was plying my trade as a “traditional” sales trainer in the financial services industry. I remember hearing a fellow trainer yell out this next statement, and thought it was simply marvelous:
“Enthusiasm is like yeast… it raises the dough.”
It made complete sense. Here was something that a salesperson could really wrap her arms around. It was an understandable and transferable sales tactic. It was easy for me to promote enthusiasm based selling.
Enthusiasm is like yeast…. I kept reminding myself to be enthusiastic. I encouraged others to do the same.
In 1987 I got hit with the “Big Ah-ha.” That “Ah-ha” marked the origin of my Question Based Sales and Marketing system.
I discovered that a salesperson who is a calm, quiet, expert questioner and effective listener experiences a greater degree of success than her more enthusiastic counterpart. Design Does Matter
The idea that good design can improve how people perceive your business has long been a part of a designer’s sales tools.They try to convince you that by improving your image, maybe creating a new logo or changing the way you communicate with your customers you can somehow improve sales and improve your bottom line. But are they right?
Over the years many companies have been sceptical about these claims because of a lack of concrete evidence. Designers struggle to back up their claims with written evidence and so this argument for good design often falls down at the first hurdle.Companies fail to understand why they should investd sales success will increase proportionately to your level of enthusiasm.
Enthusiasm is contagious.
When you give an enthusiastic presentation about your company, your product or your service--- your prospects will follow your lead, become enthused themselves, and buy from you.
Here's the problem created by Sales Myth #14:
Enthusiastic salespeople have a tendency to turn people off rather than on. Ooops!
Is that hard for you to swallow?
It was for me.
In the mid-1980’s I was plying my trade as a “traditional” sales trainer in the financial services industry. I remember hearing a fellow trainer yell out this next statement, and thought it was simply marvelous:
“Enthusiasm is like yeast… it raises the dough.”
It made complete sense. Here was something that a salesperson could really wrap her arms around. It was an understandable and transferable sales tactic. It was easy for me to promote enthusiasm based selling.
Enthusiasm is like yeast…. I kept reminding myself to be enthusiastic. I encouraged others to do the same.
In 1987 I got hit with the “Big Ah-ha.” That “Ah-ha” marked the origin of my Question Based Sales and Marketing system.
I discovered that a salesperson who is a calm, quiet, expert questioner and effective listener experiences a greater degree of success than her more enthusiastic counterpart. The 50-Yard Resume Dash: How Fast Do You Need Your Resume?
Are you in a hurry to zip off your qualifications to a prospective employer? If you already have a resume, it may need a little tweaking. If you are changing careers, your resume might need a major overhaul. What if you not have time to revamp the whole thing?There are times when a friend lets you know about a potential job opening or a neighbor tells you about a job fair in your chosen field and you simply don't have time to revise your resume 5 times before feeling comfortable enough to print off a copy or two.If nothing else, take a look at the tips below to ensure your resume is able to pass the employer's first screening. nthusiastic salespeople have a tendency to turn people off rather than on. Ooops!
Is that hard for you to swallow?
It was for me.
In the mid-1980’s I was plying my trade as a “traditional” sales trainer in the financial services industry. I remember hearing a fellow trainer yell out this next statement, and thought it was simply marvelous:
“Enthusiasm is like yeast… it raises the dough.”
It made complete sense. Here was something that a salesperson could really wrap her arms around. It was an understandable and transferable sales tactic. It was easy for me to promote enthusiasm based selling.
Enthusiasm is like yeast…. I kept reminding myself to be enthusiastic. I encouraged others to do the same.
In 1987 I got hit with the “Big Ah-ha.” That “Ah-ha” marked the origin of my Question Based Sales and Marketing system.
I discovered that a salesperson who is a calm, quiet, expert questioner and effective listener experiences a greater degree of success than her more enthusiastic counterpart. An Ethical Discussion with Lance Winslow
Have you ever been at work and noticed something highly unethical happen. Did it bother you to the point you almost quit? Well did you know that 38% of all Americans have had the same experience? A recent survey seems to indicate that we have an ethics problem in the United States and it is not just in Government or with cheating spouses. It is also prevalent in the Work Place as well. But if you do quit your job, well who is going to pay the bills?It is amazing how easy in life it is to become 'ethically unemployable', but integrity is something that is becoming more and more scarce in our world. But you know what can you expect from a arvelous:
“Enthusiasm is like yeast… it raises the dough.”
It made complete sense. Here was something that a salesperson could really wrap her arms around. It was an understandable and transferable sales tactic. It was easy for me to promote enthusiasm based selling.
Enthusiasm is like yeast…. I kept reminding myself to be enthusiastic. I encouraged others to do the same.
In 1987 I got hit with the “Big Ah-ha.” That “Ah-ha” marked the origin of my Question Based Sales and Marketing system.
I discovered that a salesperson who is a calm, quiet, expert questioner and effective listener experiences a greater degree of success than her more enthusiastic counterpart. Take this Career and Shove It - In the Right Direction!
Are you listening to that little voice in your head telling you how much you dislike your job? If not, you may become angry with those around you, when in fact, you'll be angry at yourself for failing to taking the necessary steps to change your career -- or job within the same industry. Career change is not always easy. For some, the simple task of deciding what to do is often the hardest part. For others who know what they want to do, they often feel it will take too long to achieve their career goals when there are bills to pay.It is even more difficult when those around us do not understand our "crazy ideas" because they are too
prstic. I encouraged others to do the same.
In 1987 I got hit with the “Big Ah-ha.” That “Ah-ha” marked the origin of my Question Based Sales and Marketing system.
I discovered that a salesperson who is a calm, quiet, expert questioner and effective listener experiences a greater degree of success than her more enthusiastic counterpart.
On examination, most great salespeople follow this calm, quiet approach.
Don’t get me wrong: Some degree of recognizable enthusiasm is necessary to keep you in the sales game.
However, enthusiasm should exist as a background flavoring rather than a main ingredient.
Here’s the solution to the problem:
I define problem as “the difference between what you have and what you say you want.”
I define business as “the ability to solve other people’s problems and make a profit.”
Replace enthusiasm’s traditional role in the selling process with its internal counterpart, passion. Become a passionate, committed problem solver.
Prospects don’t really care about your enthusiasm.
Prospects don’t really care about you.
They don’t really care about what you do.
They don’t really care about your company.
All they really care about is… what you can do for them.
Before you enthusiastically tell them what you think you can do for them, I suggest you commit to asking the right, open ended, diagnostic questions, and follow that by listening to the answers.
The information you harvest will help you solve their problem.
Listen unselfishly and attentively so you can discover what your prospects really want and the problems they want solved.
Look at the situation from their point of view.
They want informati
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