Archive for the ‘blog’ Category
Steal Your Customer’s Glasses
How much easier would selling be if you could really see things through your customer’s eyes? Here’s how the pros do exactly that. It’s a process called Value Profiling and like many effective techniques, it is not complicated (most salespeople just don’t know it or don’t do it). SKILL TARGET: Find out what your prospect wants, and emphasize those features and benefits which meet their criteria. It sounds simple, but the steps in the process are critical: PRIORITY ONE: Develop in advance the questions you intend to ask. PRIORITY TWO: Include the following: 1. A Consent Statement: Launch right in to "20 Questions" and you risk putting your prospect on the defensive. Instead, preface your probe with a permission or consent statement: "In order to develop a proposal that best meets the your needs, I’d like to ask a few questions. It’s time well spent, because then I can zero right in on things that are most important to you. Is that okay?" 2. A General Question: "What criteria do you consider most important when purchasing something like this?" 3. The Value Profile: "Which is more important, price or total value?" "Is service a critical issue?" "Do ...
Asian Persuasion
China has the fastest growing economy on the planet; they certainly don’t need persuasion skills to grow and prosper– or do they? Our McGraw-Hill book, The 7 Triggers to Yes Chinese language version has just hit the streets in Hong Kong, Singapore, Beijing, Taiwan and throughout Chinese speaking Asia. The Chinese want it, love it, because they understand the value of persuasion. Whatever your location in the world, to succeed, to grow and prosper everyone needs persuasion skills. Whether in sales, management, or leadership of an entrepreneurial business, persuasion is the key to success. The Chinese have a legacy of generating great wisdom – They now have The 7 Triggers to Yes to add to that wisdom.
Reciprocity Trigger Produces 825% ROI
Grow your business, your sales results and your happiness with the Reciprocity Trigger - it Works! And it has worked flawlessly since man stumbled out of the cave. Scientists now believe the reciprocity trigger was embedded in our brain to insure the growth of our species. Only by reciprocal sharing of food, lodging and protection could our species survive. Does the reciprocity trigger still work? Fast forward to today. In 2008 AIG gave the soon to be announced chairman of the Senate Banking Committee, Christopher Dodd, $103,100 dollars. Dodd’s reciprocity? Quite simple. He removed a senate amendment to the stimulus bill that would have capped bonuses of AIG execs at $100,000. After denying on CNN that he was the culprit, he was fond out, admitted the deletion and told CNN’s Wolf Blitzer and Dana Bash “looking back, I apologize.” He then blamed the Administration for his action. Hey! Guess What? The second largest gift from AIG , $101,332 went to Obama! So some $200,000 in gifts turned into $165 million in bonuses of our tax money to AIG executives - a return of 825% on their gift money! Not a bad ROI. Of course, ...
Current Projects
Crowdsourcing for Beta AppThe 7 Triggers program includes an app designed to archive, organize, and deploy advanced ...
7 Triggers Partners ProgramMeeting the unique needs ...
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