We All Look The Same To A Decision Maker Until;

by Paul Castain on November 13, 2017

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On the surface, you and your competitors look and sound the same until;

You clearly articulate your difference but;

There are lots of things tugging at your prospect’s attention span, that can easily help them forget.

That’s why repetition is key and;

You need to premeditate when and where you will reinforce your key selling points.

Some ideas for you to ponder . . .

When you send your thank you note. Perhaps you could casually reinforce a point?

An emailed recap. I encourage my coaching clients to use their prospect’s exact words and phrases. There are a lot of reasons for this but for now, let’s just say, its hard for someone to object or push back on what they, actually told you.

Content, especially things that educate the buyer on how to properly buy your widget. One of the most powerful formats you can use, is the old “What Every ______ Should Know About ____”  format.

Example: Let’s say you sell printing. You could create a brief, one page PDF “What EVERY Marketer Should Know About Selecting A Printer.

Or you can simply devise a guide (that teaches people how to make a better purchasing decision) like I did when I created my How To Hire A Sales Coach resource.

Follow up emails reinforcing your key points but;

Done in a way that it doesn’t seem like you’re saying the same, exact, thing, over and over again.

A brief “talking point” or two during an upcoming follow up call to reinforce your key points.

A story or an example to reinforce a key point.

Something creative to reinforce a selling point.

You also need to use “evidence” repetitively throughout the sales cycle.

“Evidence” consists of various things that help reduce doubt, skepticism and hesitation.

Things like facts, testimonials and using analogies so your prospect really grasps what you’re saying.

The old adage about repetition has us believing that it is the “Mother of skill”.

While that’s certainly true, I believe it’s also the;

Mother of brand meaning;

Whatever you say and do;

Repeatedly and consistently;

Becomes associated with YOU

By the way, advertisers use the power of repetition all the time.

The most popular songs repeat riffs and catchy phrases all the time.

Do you think the art of repetition is ever used during a political campaign?

Did you notice Hillary Clinton and Donald Trump repeating key points about what they stood for and even derogatory claims about their opponent?

So let’s agree that communicating ANY selling point in a “one and done”fashion disrespects the fact that our prospects;

Have WAY too many things competing for their attention already!

How will YOU leverage the power of repetition to solidify your best selling points?

I’m going to be sharing numerous tactics to help you reinforce your AWESOMENESS during our webinar, Thursday,  November 16th, at 11:30 am EST!

Here’s what you’ll gain by joining us;

  • 30 ways to find buyers with a much higher degree of urgency to do the deal NOW!
  • How to get the right players to your meetings… my definition of the “right players” might surprise you.

  • How to establish your authority … BEFORE you even have your first meeting with your prospect. How to set the rules of engagement and outfox your competitors during highly competitive situations.

  • 12 “Insurance Policies” you MUST take out with EVERY prospect!
  • 12 forms of “evidence” that reduce doubt, skepticism and objections.
  • How to create a higher degree of urgency during the “courtship” and how to ask for the business WITHOUT any of those cheesy “closing lines”!

  • How to handle the price objection WITHOUT giving away the store and how to handle stalls like “I need to think it over” and “I need to run this by my boss”. And just for sh*ts and giggles, we might as well show you what to do when your prospect goes silent and stops responding to you.

  • How to position yourself for a “second chance” when you lose a deal!

Here’s What You’ll Get . . .

(1) 90 Minute Webinar Packed With Actionable Tips.

Worksheets

Webinar Replay (Sent Later That Day)

2 Templates That Have Been Working Like A Charm For Me

What’s The Investment?

$99

Can’t make it on Thursday, November 16th at 11:30 am EST?

Sign up anyway and I’ll send you the webinar replay later that afternoon. View it at a more convenient time!

 

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