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The Sales Podcast

Jun 9, 2022

Professional Sales Tips you'll learn today on The Sales Podcast...

  • We have a love/hate with social media
  • What is social dynamic selling?
  • He sells seminars
  • Over a decade
  • Lots of direct mail to fill the events
  • High ROI with direct mail, especially if you have a high-ticket offer
  • Direct to consumer is a great industry for this marketing model
  • People buy what they want, not what they need
  • Your marketing has to make them realize they want it
  • He has his own insurance agency 

Related episodes and posts

  • Who do you want to attract?
  • How do you get someone's attention on social media?
  • How do you get someone's attention in direct mail?
  • Your prospect is reading your marketing letter as they stand over the trash can
  • Fishing with corndogs
  • Get your prospects on the hook and into the boat and then feed them healthy food
  • But give them tempting bait
  • Are they interested and conditioned to making decisions?
  • I'm your best source for "more information." What do you need?
  • Hearing "no" early is a win
  • The direct mail to seminar model is the original funnel
  • He has six metrics he tracks in response rates
  • Each metric is a lever he can sharpen and improve
  • You cannot manage what you don't measure
  • There's nothing new under the sun
Direct mail still has the best marketing ROI if you're selling high-ticket products or services."
  • He's repackaging existing offers with a slight tweak and going to market
  • The product or service is irrelevant
  • You need to just figure out how to get it to the marketplace
  • Be content but dissatisfied
  • It's a blessing and a curse
  • Initially he sold one-to-one
  • He could sell bigger ticket items and get overrides, but he wanted even more leverage
  • He learned how to sell one-to-many
  • He learned how to leveraged his time
  • There's a different form of influence when selling to a group
  • Became an NLP practitioner, i.e., he attended one course
  • Perception is reality
  • We have to influence and shape perception
  • We have to meet our prospects where they are
  • This is not manipulation or force
  • "No" is an acceptable answer
You can't please everyone."
  • Start with broad strokes and topics to get buy-in and then bring it down to brass tacks
  • He's not a rah-rah guy driving people to the back of the room
  • Know, like, and trust is alive and well
  • The law of reciprocity is alive and well
  • Most items for sale now are commodities
  • Why should your prospects do business with you?
  • Speak to the language they best hear
  • The V.A.K. model
  • Motivation vs. inspiration
  • Motivation is external
  • Inspiration is internal, it's "in spirit."
Inspiration is internal. It's 'in spirit.'"
  • Coaching vs. consulting

Sales Growth Tools Mentioned In The Sales Podcast