Category Archives: Compel Your Audience to Buy
If you can get someone in touch with the reasons why they think something will be of value to them, the more likely they are to convince themselves to buy.
A recent but valuable lesson to be learned from what’s been happening behind the scenes when a Corporate evaluates you or your company as a potential supplier is this:
Perfect Pitches don’t win bids!
But what does that mean exactly? It means that if you only show your ‘brilliance’ and none of your ‘resilience’ they won’t be impressed and probably won’t hire you! Read the rest of this entry
Sixth in the series of ‘How to Win More Business face-to-face’.
NB If you’re reading this on a mobile phone and can’t see the video to click on, here’s the link http://www.youtube.com/watch?v=ptbuwTnx9UA
Building trust with another human being is a complicated process – both psychologically and in terms of our social intelligence. But it’s NOT a LONG process. And the research shows that Read the rest of this entry
Tony Robbins’ success is down to one overiding factor: his ability to speak and sell – at the same time!
Whenever you open your mouth, stuff comes out – it’s a fact!
But is it the stuff of a master communicator or is it – as Alan Sugar so eloquently put it – ‘a danger to global warning: a lot of hot air’?
The truth is, that more than at any other time in human history, your opportunity to reach people through what you say and how you say it has never been greater. Read the rest of this entry
This article is about how to identify potential Customers, Clients or Consumers – QUICKLY. Whichever ‘C’ word you are using, you might consider using the ‘F’ word instead, because in this world where everything – even in business – has become ‘social’, what we are really trying to identify is Read the rest of this entry
Just a quick update on last week’s blog.
There will be occasions when you have the perfect prospect in front of you and YOU MUST GET THEM TO BUY INTO YOU AND YOUR PRODUCTS.
This is NOT the situation where you need to polarize – obviously.
This is more likely to be the case when you finally – after trying for some time – get in front of a budget-holding decision-maker. This will be the sale that you want to get, even if you have absolutely nothing in common with your prospect.
In this instance, creating rapport and common ground must be your intention, and for this, you need a) some finely-honed skills, and b) a great strategy for advancing the relationship.
I’ll be dealing with this in fine detail in future articles, but for now, let’s just say that mirroring and matching the other person’s body language IS a tried and tested method, BUT it’s only the start and MUST be done with real skill.
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Most of us, when we step outside our front door, are going off to meet with people and create some sort of impression.
Whoever we meet in the course of our day, we want things to go well, (in the way that we want), which means that we will need to communicate in a way that Read the rest of this entry
I am so grateful that in the last ten to fifteen years the neuroscientists have made such amazing discoveries that we no longer have to guess what works and what doesn’t.
I’m talking about Read the rest of this entry
Small business owners
A lot of my work is teaching small business owners how to ‘Stop people dead in their tracks’.
Another way to describe this is: Writing copy or a script that gets people’s attention.
And more than that, copy that evokes an emotional reaction leading to ACTION. Read the rest of this entry