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Description

Professional Sales Tips you'll learn today on The Sales Podcast...

• We have a love/hate with social media
• What is social dynamic selling?
• He sells seminars
• Over a decade
• Lots of direct mail to fill the events
• High ROI with direct mail, especially if you have a high-ticket offer
• Direct to consumer is a great industry for this marketing model
• People buy what they want, not what they need
• Your marketing has to make them realize they want it
• He has his own insurance agency 

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• How To Influence
• 3 Tips To Become an Influencer In Your Space

• Who do you want to attract?
• How do you get someone's attention on social media?
• How do you get someone's attention in direct mail?
• Your prospect is reading your marketing letter as they stand over the trash can
• Fishing with corndogs
• Get your prospects on the hook and into the boat and then feed them healthy food
• But give them tempting bait
• Are they interested and conditioned to making decisions?
• I'm your best source for "more information." What do you need?
• Hearing "no" early is a win
• The direct mail to seminar model is the original funnel
• He has six metrics he tracks in response rates
• Each metric is a lever he can sharpen and improve
• You cannot manage what you don't measure
• There's nothing new under the sun

Direct mail still has the best marketing ROI if you're selling high-ticket products or services."

• He's repackaging existing offers with a slight tweak and going to market
• The product or service is irrelevant
• You need to just figure out how to get it to the marketplace
• Be content but dissatisfied
• It's a blessing and a curse
• Initially he sold one-to-one
• He could sell bigger ticket items and get overrides, but he wanted even more leverage
• He learned how to sell one-to-many
• He learned how to leveraged his time
• There's a different form of influence when selling to a group
• Became an NLP practitioner, i.e., he attended one course
• Perception is reality
• We have to influence and shape perception
• We have to meet our prospects where they are
• This is not manipulation or force
• "No" is an acceptable answer

You can't please everyone."

• Start with broad strokes and topics to get buy-in and then bring it down to brass tacks
• He's not a rah-rah guy driving people to the back of the room
• Know, like, and trust is alive and well
• The law of reciprocity is alive and well
• Most items for sale now are commodities
• Why should your prospects do business with you?
• Speak to the language they best hear
• The V.A.K. model
• Motivation vs. inspiration
• Motivation is external
• Inspiration is internal, it's "in spirit."

Inspiration is internal. It's 'in spirit.'"

• Coaching vs. consulting

Sales Growth Tools Mentioned In The Sales Podcast

• Get the book, "Intentional Influence"
• Visit Social Dynamic Selling