Verizon, Progressive Insurance, and NAPA Auto Parts;
All three have leveraged a sales tactic that most sales reps don’t know exists;
They Make Intangible Things TANGIBLE!
Let’s take a quick look at each of these companies and how they absolutely ROCK this tactic!
Verizon
Take a look at those people behind the former “Can you hear me now” guy.
What do they represent?
The Verizon network.
And do you know what the “Verizon network” is?
An intangible selling point that;
They were able to make it tangible by putting a face on it and;
Helping you visualize it!
They also put a human face on it! Before, you might have been inclined to think that a network, was a bunch of ugly ass cables buried in the ground.
When people visualize an intangible, the intangible becomes more memorable.
Progressive
Look at that picture and take note of what Flo is holding in her hand.
Not the ray gun scanner thingy, the other hand.
It’s a box marked “Auto Insurance”.
Silly question time;
Do you know what insurance of ANY kind is?
An intangible!
What the hell does insurance look like?
When people visualize an intangible, the intangible becomes more memorable.
And now, my absolute FAVORITE!
NAPA Auto Parts
NAPA Auto Parts commercials usually show a situation where someone orders spark plugs or something.
The person behind the counter gets the spark plugs and also includes a cool looking blue can.
The customer looks confused and the person behind the counter says something like this;
“Oh, that’s the ‘NAPA know-how’ that comes free with every purchase. You get our advice, suggestions, and expertise”
Brilliant!
Why?
Because they just made an intangible (expertise and know-how) TANGIBLE!
What Tom Taught Me About Making Intangibles TANGIBLE
I saved the best one for last (seriously, this is amazing) but you’ll have to join us for our Secrets Of The World’s Top Sales Reps course!
There will be over 75 actionable tips shared across (3) 60 minute sessions and YES, I will be sending the recording out to everyone who can’t join us live.
Here’s a glimpse of what we’ll be covering in this course;
- The 3 most important success drivers and how top performers embrace them.
- The 4 obstacles of sales success that top performers bypass altogether.
- 5 time management hacks that top performers completely own.
- 5 ways top performers rebound from setbacks.
- 10 ways they build rapport and credibility.
- The 6 places sales rock stars hunt for new business.
- 3 ways they generate endless referrals.
- 5 networking tactics that set them apart.
- 3 sales messaging tactics that have incredible IMPACT.
- The 6 steps that move their deals forward.
- How top performers reduce no shows and ghosting.
- How they take immediate control of their deals and why their prospects are completely OK with it.
- What they know about the needs analysis that you’re missing out on.
- 5 demo tips that help top performers gain velocity with their deals.
- A glimpse into their negotiation playbook.
When?
Session I: October 3rd from 11:30 am to 12:30 pm EST
Session II: October 10th from 11:30 am to 12:30 pm EST
Session III: October 17th from 11:30 am to 12:30 pm EST
What’s included?
(3) 60 minute action based sessions
Session replay
Bonus PDF
How Much?
$299
Please click HERE to reserve your spot.
