Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/401/Is-Your-Job-Title-Holding-You-Back.html http://www.evancarmichael.com/Sales/401/Is-Your-Job-Title-Holding-You-Back.html Take out your business card and look at your job title. If you are a typical salesperson, your title is likely something like “Account Manager” or “Sales Representative”. If you are a business owner, you’ll read “Owner” or “President” on your card. http://www.evancarmichael.com/Sales/401/3-Easy-Ways-Drive-More-Traffic-To-Your-Site.html http://www.evancarmichael.com/Sales/401/3-Easy-Ways-Drive-More-Traffic-To-Your-Site.html Do you want to increase traffic to your website? Would you like to create a site that others seek out? The good news is that you can build your ranking in the search engines and elevate your status as a trusted resource simultaneously. That’s because you can build traffic by using articles you write (or are ghost written for you). Here are three ways you can use your articles to drive traffic to your website: http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-5.html http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-5.html For the last few weeks, we’ve talked about how achievement, recognition, and affiliation-motivated buyers make decisions. That was the easy part. This week we’ll explore how control-motivated people decide what to buy. Read carefully - these are the tough ones. http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-4.html http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-4.html Over the last few weeks we’ve been talking about what motivates buyers and how you can help them make the best decision for themselves. Doing this allows you to make the sales you want in a honest, ethical manner and ensures that your clients are so happy they come back for more and refer you. http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-3.html http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-3.html In last week’s article we discussed the five basic human motivations and how to sell to an achievement-motivated buyer. This week we’ll take a look at recognition-motivated buyers and how they like to buy. http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-2.html http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-2.html In last week’s article, we discussed the importance of emotions in the buying decision. Remember, in order to make a sale you have to satisfy the buyer’s emotions. So, what kind of emotions do buyers have? That is, what are the ways in which you can emotionally satisfy them? In order to answer that question, you must understand human motivation. http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-1.html http://www.evancarmichael.com/Sales/401/How-Buyers-Make-Decisions-Part-1.html Have you ever sat across the table from a prospect and wondered what was going through his head? Or perhaps you were creating an ad or marketing campaign and you thought, “Will this really appeal to my buyers?” If so, you’re not alone. http://www.evancarmichael.com/Sales/401/How-Much-Does-The-Customer-Experience-Matter.html http://www.evancarmichael.com/Sales/401/How-Much-Does-The-Customer-Experience-Matter.html After watching Jeffrey Pine’s video on authenticity and the power of the experience, I decided to conduct my own personal experiment. My lab was the realm of beauty salons. For the last five years, I’ve gotten my hair cut at a local salon known for its fantastic client experience. Total cost of a haircut there is typically $60. Yesterday, I took my appearance in my hands and headed to the local discount haircut chain where I paid $5.99 (with a coupon) for a trim. http://www.evancarmichael.com/Sales/401/Why-Tom-Is-Going-Out-Of-Business.html http://www.evancarmichael.com/Sales/401/Why-Tom-Is-Going-Out-Of-Business.html It happens the same way every time we talk. My friend, Tom, calls me up every so often to ask my advice about his business. Tom has been doing consulting for a little over two years now and his sales just aren’t where he wants them to be. He is barely making enough to take care of his family. Tom lives in constant fear that he won’t earn enough next month to make ends meet. Each time we talk, I ask him the same question… http://www.evancarmichael.com/Sales/401/The-Zulu-Salesman.html http://www.evancarmichael.com/Sales/401/The-Zulu-Salesman.html In South Africa, we stayed at a wonderful game reserve called Zulu Nyala. Most of the workers there come from a local Zulu village and take incredibly good care of the guests at the lodge. One man, in particular, stands out because he was such a great salesman. “Mike” works in the gift shop and is single-handedly responsible for making sure guest go home with plenty of reminders of their stay in South Africa. Here is how Mike worked…