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 How To Influence 3 Tips To Become an Influencer In Your Space 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 Get the book, "Intentional Influence" Visit Social Dynamic Selling

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“What did the council decide on item 42?” — answered with the speaker and the moment.