Services – Learn How to Sell the Invisible
Most business books assume the business sells products. However, most businesses today sell services. Selling services requires that you sell the invisible. Learn how to sell the invisible.
Things to Know About – General Sales
Many businesses require human on human interactions to close a deal which is the role of sales. This section contains videos that describe the key concepts entrepreneurs need to master to get customers to buy.
How To Use The LifeStyle Database to Learn More About Anyone
Psychographics track a person’s interests, activities, and opinions. Knowing the psychographics of a specific person or locating people that share common psychographic characteristics is possible with a database that is part of a toolset called Data Axle Reference Solutions (Formerly called Reference USA) that is available at many public libraries. his video is a quick tutorial on how to use the LifeStyle database portion of Data Axle Reference Solutions to discover what a specific person’s interests are and how to locate anyone else that shares these same interests.
Affluence to Influencer in Marketing
Today’s generation has an unprecedented level of access to information through the internet and social media. Gone are the days when ads were the principal way brands convinced customers to buy from them. Today consumers are becoming ad-blind and have turned to the opinions of influencers to make their buying decisions. More than any other generation, Gen Z relies on the opinions of influencers when making buying decisions.
Scarcity Influences Buying Decision
The fear of missing out is a powerful emotional tool that a salesperson in a small business can use by conveying availability scarcity in terms of: Limited Time and Quantity availability.
Social Proof Influences Buying Decision
Most consumers are lazy. Rather than do their own research, many consumers look to see what others have said about a product or service before making a decision to buy. This concept is known as Social Proof, and every small business owner should provide social proof to help a prospect make buying decisions.
Reciprocity Influences Buying Decision
When you give something to another person, it creates a desire in the person to repay the favor in some way. This is known as Reciprocity, and it is a powerful force for small business salespeople to understand and master.
Sales is Not Sleazy
Sales are not about convincing a customer to buy what you are selling. Successful salespeople know that what they are selling can be life-changing for the customer, and as a salesperson, they owe it to the customer to make them aware of their offering.
The 4 Emotional Appeals to Get People to Pay Attention
There is really only one way to break a persona’s preoccupation (without physical contact), and that is to appeal to their emotions. Emotional appeals come in four irresistible flavors: money, self-protection, recognition, and romance.
How Being Part of a We Group Makes You More Trusted
People buy from people they know, like, and trust, and there is no better way to get a prospect to trust you than to be part of their “We Groups”
How Would You Feel If…
In sales, we need to motivate a prospect to take action. Feelings cause motivations. Create a future scenario based on feelings by asking, “How would you feel if…”