The guilt/reciprocity trigger is one of the most powerful motivational tools available to salespeople. Any time someone goes out of his or her way, even a tad beyond what’s expected during a visit or conversation, the person who receives the “gift” feels obligated to reciprocate in some way. (“Much obliged” says it all.) If he …
There’s an old adage: “K.I.S.S.: Keep It Simple, Stupid.” It’s rude and crude (because you’re not stupid), but it’s good advice . Complexity invites confusion. Confusion causes hesitation. Hesitation can cause worry. When talking about your product or service, keep it as simple as you can. Use easy-to-understand words. Use short sentences. Speak just …
People want to feel special. (Because, face it, we’re all special and unique. People want to be celebrated, not tolerated.) When you offer a product or a service with an “exclusivity” feature, people’s ears perk up. “Be one of just six guests who get to go back stage after the concert and hang with the …
If I mention, to anyone older than 55, hippies, Star Trek, Bonanza, Sesame Street, Mister Rogers’ Neighborhood, Carol Burnett, Lucille Ball, Ed Sullivan, JFK’s assassination, West Side Story or The Beatles; or if I mention to anyone older than 25 Donny and Marie, Michael Jackson, Will and Grace, the Space Shuttle Challenger or 9/11, you …
You’ve seen this trigger a gazillion times. Whenever someone proclaims him or herself an expert, guru, maven, or coach, or appends a series of letters to their names–Ph. D, BSc, DVM, DC–we tend to lend more credence to their comments and proclamations. We immediately assume that they probably know more about a particular subject or …
You’ve seen this trigger more times than you can count… “If you’re one of the first 50 buyers, I’ll include a free guide (worth $59)…” “Download now to learn how to turn off the static in your life so you’ll sleep better tonight.” “Don’t wait. Tonight at midnight this discounted special rate will disappear forever.” …
The mammalian drive to belong to an “in group” is strong. As children, we humans (like all mammals) first identify as part of a family, then as part of a “tribe”/community, then as part of a region (territory/state/nation/global community), learning how to get along, navigate, bond and survive. As kids, we orbited around other kids …
If you know Star Trek, Star Wars or stamp collectors, you always know what to get them for their birthday and the holidays. They may even provide a list so you don’t duplicate what they already have! They are “all in,” and nothing makes them happier than adding to their collection. The desire to collect …
How believable are you? Notice, please, that I didn’t ask how honest you are or how much integrity you have. I’m assuming you’re honest and that you have integrity because you’re following me. (Go away, please, if you aren’t and you don’t.) I asked how believable you are. Not everyone who’s honest and has integrity …
You can provide proof of value in a number of ways… Testimonials. (Legitimate ones only. You don’t want the Federal Trade Commission on your tail.) Price of product or service as compared to its result. See my static testimonial in the upper right-hand corner of this website showing that a $220 sales piece paid for …
