by Rick Baker
On Oct 4, 2010
Sales Tweet #56 Ernest Seller plans to play FBI today…he's going to try to profile his "Ideal Client".
The Thinking Behind the Sales Tweet
But, and this might not be a major surprise, Ernest won't actually create a profile of his "Ideal Client" today. One of his kids has a dentist appointment in the morning. Ernest and his dear wife will be visiting the nice fellow who teaches 'The Boy' later [what time was that teacher thing again?]. And, Ernest always gets his hair cut on the first Monday of the month [can't let the barber shop crowd down again]. And, wasn't he supposed to visit the bank? And didn't the wife want him to pick up some [what was that?] on the way home...
by Rick Baker
On Oct 1, 2010
Sales Tweet #55 How do you react to Clients' FAQs? How deal-getting is your repertoire of answers to your Clients' FAQs?
The Thinking Behind the Sales Tweet
This is similar to Sales Tweet #50. It is about working to understand Clients and working to anticipate what will likely happen when meeting with Clients. And, it is about tailoring communication to maximize the efficiency and effectiveness of sales calls. And, efficiency and effectiveness are important to both the Client and the sales person. Planning ahead - thorough-planning ahead - increases the likelihood of completing action steps in a smooth and comfortable way...the Client will appreciate the time you have taken even if he or she doesn't mention it.
by Rick Baker
On Sep 30, 2010
And, this introduction to Chapter 3 follows:
“
At the end of this chapter, you'll know and be able to use the following:
- Key ways to engage the primal part of the human brain
- Core mechanisms the brain uses to determine whether to pay attention to your message
- The three ways in which the brain can be frustrated, and how to avoid them in your marketing
- The four triggers the brain loves and how to use them in marketing”
When I first saw this book on the shelf at Chapters I couldn't believe my good fortune...it was like Made to Stick[1] meets Executive BrainSmarts[2] or like Jeffrey Gitomer, Napoleon Hill, and Sigmund Freud might be having a little get-together.
Anyhow, Chapter 3 continues with 'Caveman In A Wired World'. And, that reminded me of the message I was trying to communicate when I wrote about the cave-people in Stories & Questions[3].
Dr. Pradeep ends Chapter 3 with a summary of what we learned. Here is some of that summary:
- Honor the brain's precious resources - its limited processing ability, and its restricted, focused attention
- Be interesting. The brain loves puzzles and humor
- Use emotion to reach out to consumers, especially women
- Clear your message of clutter
- Use active, direct verbs to guide the brain swiftly and directly to its goal
- Indulge the brain in messaging, images, displays, and environments that celebrate sensuality and deep pleasure
- Celebrate the multi-tasking wizardry of your female consumers in images and copy
- Provide networking opportunities through your brand, product, or environment for female consumers
Dr. Pradeep has written a very interesting book.