In B2B inbound marketing, the three most important factors are: repetition, repetition, and repetition. Why? Because repetition puts your products in front of prospective customers when their need arises and repetition reinforces perceptions about your products and company. In other words, repetition gets attention, builds brands, and most importantly populates the internet with content about […]
In the real estate business it has long been said, “the three most important factors when selling a property are location, location, and location.” In B2B marketing, the three most important factors are: repetition, repetition, and repetition. Why? Because repetition puts your products in front of prospective customers when their need arises and repetition reinforces […]
Regardless of how effective a salesperson you are, you have no control over the events that stimulate a prospect’s buying behavior. If they don’t have or perceive a need for your product or service, you will never “sell” them. Your challenge, therefore, is to get prospects to think about your company when an external event […]
Have you ever noticed how much more you can observe about the countryside while traveling on a train versus driving? The same holds true in selling.
President Obama understands that [at the core] people want to be told what to do and to be taken care of. He masterfully appeals to that “visceral wish.” Folks won’t acknowledge that fact because it is an emotional response, not a rational one. They don’t even realize it.
Your greatest strength is always your greatest weakness. Imagine Tom Brady just relying on his field skills instead of studying the opposition, preparing a good game plan, and then executing. He’d get his butt kicked!
The events that stimulate a prospective customers’ buying behavior are outside of your control; regardless of how great a sales team you have. If a prospective customer doesn’t perceive a need for what you are selling, you can call on them until you are blue in the face without success.
Creating a sales presentation and executing it lets you really understand who you are, what you are selling, the benefits you provide to a prospective customer, and why they should buy from you.
I remember when I started my career as a Brokerage Supervisor for The Paul Revere Insurance Company, my job was calling on life insurance salesmen for other companies to persuade them to sell our disability income insurance to their clients.
“The man who will use his skill and constructive imagination to see how much he can give for a dollar, instead of how little he can give for a dollar, is bound to succeed.”
Today, more than ever before, sales are made emotionally and justified rationally. Oh, I know, I can hear it now, “Today we’re more sophisticated and have more information available to us.
I met a prospect several months ago who perceives himself to be an expert salesman and something interesting happened. He judged me, not on the basis of my work, but by assessing “how hard I sold him.”
In his classic 1957 book, “The Hidden Persuaders,” Vance Packard wrote about marketing in the automobile industry and how they put convertibles on display in their showrooms to attract customers, the majority of whom would purchase sedans.