Magnetic Marketing: 7 Secrets to Becoming an Irresistible Sales Communicator With Integrity and Power
Magnetic Marketing: 7 Secrets to Becoming an Irresistible Sales Communicator With Integrity and Power
Despite what most books and seminars teach, successful selling is not a set of strategies, techniques or tactics to get the prospect to buy. Rather it is a state of mind – yours and your customer’s – and set of behaviors that creates compelling win/win outcomes for everyone.
This special state of mind – that few books or seminars address -- requires you to know how to:
• Change your state (and therefore your results) in any selling situation … with volition;
• Get “inside” your prospect’s head and gain instant credibility, rapport and trust;
• Communicate directly to your prospect’s deepest, most significant desires;
• Ask the right questions that will uncover what prospects REALLY value and want.
Regardless of title or job, every person is in the business of selling, whether it be products, services, projects, ideas or negotiations. These same top 7 principles apply for achieving your Magnetic Edge and becoming an irresistible sales communicator with integrity, influence and power.
ACHIEVING “INNER” SALES EXCELLENCE
1. The Power of Emotional State Mastery The biggest difference between a marginal vs. top achiever is their state of mind. Marginal performers let outside circumstances dictate their state; top performers know how to take charge of their emotional state … with volition. State mastery is critical in sales, leadership, customer service and every other aspect of business.
• What drives your state (and therefore your results) right now -- you or the world around you?
• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence, enthusiasm, service-oriented?
• How do you need to change your physiology and/or thinking to adopt a high performance state?
2. The Power of Personal Congruence & Integrity Personal congruence is not a technique; rather the place “from which you come.” It’s that place where you have such deep rapport with yourself, that what you say comes powerfully from within and attracts others, even before a word is spoken. True authentic power comes from personal congruency. It’s magnetic and you know when you are with someone who comes from that place.
• What incongruent “parts” of yourself get in your way of owning your true personal power?
• What are you saying or doing in marketing activities that is out of integrity with yourself and the values that are important to you?
3. The Power of Competence Signing up a client or customer is not the end of the selling process, rather the beginning. Truly serving clients requires that we “deliver the goods” and create real value. The more competence you have, the more value you can deliver.
• In what ways can you increase your competence to deliver more value to your clients or customers?
• What hidden skills, capabilities or core competencies can you capitalize on for additional value and revenues?
4. The Power of Instant Rapport & Trust In NLP (Neurolinguistic Programming), there is a saying, “Anything is possible in the presence of rapport; nothing is possible without it.” Rapport is not about getting people to like you. Rather it is the ability to “step inside their shoes” and see the world through their eyes. When you see the world through your prospect’s eyes, you build trust. Then, and only then, will a prospect buy from you.
• If you were to “see the word through your prospect’s eyes,” how would you interact with them differently?
• Do you know what it will take for your prospects and clients to trust you?
• How do you know when you trust someone to buy from them? How can you use that information to build trust with your prospect?
5. The Power of Values & Motivation Criteria People buy emotionally, not logically. The secret is knowing how to uncover a prospect’s deepest desires, buying motivations and emotional criteria, and using that information to best serve them.
• Do you know how to consistently uncover your prospect’s deepest buying motivations?
• What is it costing you in lost sales not to?
• How might your product or services help them realize their deepest desires, overcome their greatest fears or fix their greatest pain?
6. The Power of Imagination & Story-Telling Magnetic marketing is about leading the prospect’s imagination to a place where they are inspired to use your services. Anita Roddick, CEO, The Body Shop, has grown her company to a multi-billion dollar level, as she puts it, “not by marketing, but by telling stories.” Bill Caskey -- CEO, Caskey Achievement Strategies – suggests reducing your stories, examples and value to pictures. To do so, sinks your value in at the deepest levels of your prospect's mind. Use the power of pictures and story-telling to help your prospect imagine how their lives or businesses will be different from your products or services.
• To what extent are you using the power of imagination to inspire your prospects to use your services?
• What stories about your company or product/services can you tell that will ignite sales?
• What pictures, graphs or other visuals powerfully convey your value?
7. The Power of Synergistic Communications & Creating Win-Win Outcomes Synergistic communications takes the sales process beyond building relationships to building partnerships. The goal is to create a “we” space -- where differences are valued and used as stepping stones to create true win-win outcomes.
• How can embracing the differences between you and your prospect win more clients and sales?
• What new ways must you communicate with prospects to shift from getting the sale to building partnership and win/win outcomes?
You don’t need another closing technique. What you need are the right tools, mindset and principles to develop the magnetic edge … to explode sales, win negotiations and create impact with persuasion, influence and power.
Magnetic Marketing 7 Secrets to Becoming an Irresistible Sales Communicator With Integrity and Power - To learn more about this author, visit Denise Corcoran's Website.
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Would you like to learn the secrets of the most influential, powerful people of all time? Attract more sales and negotiate more win/win outcomes? Become a masterful communicator and a magnet for endless referrals?
Despite what most books and seminars teach, successful selling is not a set of strategies, techniques or tactics to get the prospect to buy. Rather it is a state of mind – yours and your customer’s – and set of behaviors that creates compelling win/win outcomes for everyone.
This special state of mind – that few books or seminars address -- requires you to know how to:
• Change your state (and therefore your results) in any selling situation … with volition;
• Get “inside” your prospect’s head and gain instant credibility, rapport and trust;
• Communicate directly to your prospect’s deepest, most significant desires;
• Ask the right questions that will uncover what prospects REALLY value and want.
Regardless of title or job, every person is in the business of selling, whether it be products, services, projects, ideas or negotiations. These same top 7 principles apply for achieving your Magnetic Edge and becoming an irresistible sales communicator with integrity, influence and power.
ACHIEVING “INNER” SALES EXCELLENCE
1. The Power of Emotional State Mastery The biggest difference between a marginal vs. top achiever is their state of mind. Marginal performers let outside circumstances dictate their state; top performers know how to take charge of their emotional state … with volition. State mastery is critical in sales, leadership, customer service and every other aspect of business.
• What drives your state (and therefore your results) right now -- you or the world around you?
• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence, enthusiasm, service-oriented?
• How do you need to change your physiology and/or thinking to adopt a high performance state?
2. The Power of Personal Congruence & Integrity Personal congruence is not a technique; rather the place “from which you come.” It’s that place where you have such deep rapport with yourself, that what you say comes powerfully from within and attracts others, even before a word is spoken. True authentic power comes from personal congruency. It’s magnetic and you know when you are with someone who comes from that place.
• What incongruent “parts” of yourself get in your way of owning your true personal power?
• What are you saying or doing in marketing activities that is out of integrity with yourself and the values that are important to you?
3. The Power of Competence Signing up a client or customer is not the end of the selling process, rather the beginning. Truly serving clients requires that we “deliver the goods” and create real value. The more competence you have, the more value you can deliver.
• In what ways can you increase your competence to deliver more value to your clients or customers?
• What hidden skills, capabilities or core competencies can you capitalize on for additional value and revenues?
4. The Power of Instant Rapport & Trust In NLP (Neurolinguistic Programming), there is a saying, “Anything is possible in the presence of rapport; nothing is possible without it.” Rapport is not about getting people to like you. Rather it is the ability to “step inside their shoes” and see the world through their eyes. When you see the world through your prospect’s eyes, you build trust. Then, and only then, will a prospect buy from you.
• If you were to “see the word through your prospect’s eyes,” how would you interact with them differently?
• Do you know what it will take for your prospects and clients to trust you?
• How do you know when you trust someone to buy from them? How can you use that information to build trust with your prospect?
5. The Power of Values & Motivation Criteria People buy emotionally, not logically. The secret is knowing how to uncover a prospect’s deepest desires, buying motivations and emotional criteria, and using that information to best serve them.
• Do you know how to consistently uncover your prospect’s deepest buying motivations?
• What is it costing you in lost sales not to?
• How might your product or services help them realize their deepest desires, overcome their greatest fears or fix their greatest pain?
6. The Power of Imagination & Story-Telling Magnetic marketing is about leading the prospect’s imagination to a place where they are inspired to use your services. Anita Roddick, CEO, The Body Shop, has grown her company to a multi-billion dollar level, as she puts it, “not by marketing, but by telling stories.” Bill Caskey -- CEO, Caskey Achievement Strategies – suggests reducing your stories, examples and value to pictures. To do so, sinks your value in at the deepest levels of your prospect's mind. Use the power of pictures and story-telling to help your prospect imagine how their lives or businesses will be different from your products or services.
• To what extent are you using the power of imagination to inspire your prospects to use your services?
• What stories about your company or product/services can you tell that will ignite sales?
• What pictures, graphs or other visuals powerfully convey your value?
7. The Power of Synergistic Communications & Creating Win-Win Outcomes Synergistic communications takes the sales process beyond building relationships to building partnerships. The goal is to create a “we” space -- where differences are valued and used as stepping stones to create true win-win outcomes.
• How can embracing the differences between you and your prospect win more clients and sales?
• What new ways must you communicate with prospects to shift from getting the sale to building partnership and win/win outcomes?
You don’t need another closing technique. What you need are the right tools, mindset and principles to develop the magnetic edge … to explode sales, win negotiations and create impact with persuasion, influence and power.
Magnetic Marketing 7 Secrets to Becoming an Irresistible Sales Communicator With Integrity and Power - To learn more about this author, visit Denise Corcoran's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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