“Pragmatic Sales Psychology” short episode series, writing #9” Sales are a by-product, not simply a thing in and of themselves. As I’ve stated in previous writings, clients’ emotions, perceptions and past experiences loom large in their decision making process. Because of the uncountable number of greedy and money-only oriented sales people (I won’t compliment them …
“Pragmatic Sales Psychology” short episode series, writing #13” Few books of considerable substance, worth investing the time in, have been written in the last two decades but I’ve found one whose principals are solid and worthy of integrating into this series.The book is named “13 Things Mentally Strong People Don’t Do. It was written by …
It is with great pride that we address this question. Let’s start with a baseline. Here are are the national averages for the cost of leads, (CPL): Average Cost per Lead by Industry. Industry Cost per Lead on Average* Consumer Products $ 105 Media & Publishing $ 108 Non-Profits $ 31 Business Services $ 132 …
“Pragmatic Sales Psychology” short episode series, writing #8” How important is a brand? How important is the public’s perception of a company or a product? What emotions do they emit and how important are those feelings to the buying process? Interbrand ranks the top ten brands, globally, like this: Apple, Amazon, Microsoft, Google, Samsung (we’re …
“Pragmatic Sales Psychology” short episode series, writing #7” Here is the scene: a disgruntled customer is complaining about the way his new address didn’t get changed on his invoice. The proper person was emailed the complaint and the response may be much more important than the person responding to it from the accounting department realizes. …
“Pragmatic Sales Psychology” short episode series, writing #6” In Southernese,” It ain’t what you get, it’s what you keep that counts” is a very pragmatic statement when addressing the topic of retention. Maintenance agreements, repeat customers, referrals, trade-ins, trade-ups and upgrades are all very positive and desirable terms and experiences. How many times after you …
“Pragmatic Sales Psychology” short episode series, writing #5” “People don’t buy a thing, they buy what a thing does for them.” I’ve been saying this for years and went online to see who I learned it from and couldn’t find it quoted by anyone of note. Since I couldn’t find where anyone of note was …
“Pragmatic Sales Psychology” short episode series, writing #4” Regardless of what you are selling, be it a service or goods, it should not be what you sell first. ?????? Is this guy for real? Why would I want to sell something first and not get to the point? Why? Because if you sell confidence first …
“Pragmatic Sales Psychology” short episode series, writing #3” There are many different ways to teach, coach and mentor. There are as many techniques as there are personalities and character types. They do however, fall into two basic categories: a culture of quotas enforced by strict regulations and expectations, viewed under critical oversight and encounters or …
“Good Organization is Priceless” “Pragmatic Sales Psychology” short episode series, writing #2 I know of a few retailers and service providers who have a promotional calendar, but the key word here is “few.” Some have monthly or quarterly meetings where they discuss sale events and promotions but many, many businesses don’t know exactly what they …
