Monthly Archives: May 2008

Hare Krishna Strategy

 

Hare Krishna Strategy
 
In his book, The Psychology of Persuasion, Dr. Robert Cialdini identifies psychological reciprocity; ‘the deep-rooted subconscious need to return effort to those who put forth effort for us’, as one of the six most powerful influences on human buying behavior.
Psychological reciprocity is one of the most powerful sales levers radio sales professionals can develop.
Even Hare Krishna, the unusual 1970’s group with shaved heads and ill-fitting robes, capitalized on people’s deep-rooted subconscious need to return something to those who give you something.
They discovered their likelihood of receiving a donation from unwilling travelers at the airport increased dramatically, if they first gave the passersby a rose.
They also learned it didn’t matter if their target donors wanted the rose or not.  In fact, the robed team always had one member scurrying about the airport collecting the roses travelers threw in garbage bins, to give them away to another unsuspecting traveler.

Obama vs Clinton

Why Obama Has Raised More Money Than Clinton

 
            There really are only two motivators in life and in buying decisions….fear of loss or hope of gain.
            Hillary Clinton’s campaign clearly focuses on solving problems and minimizing pain while Barrack Obama clearly focuses on selling hope and a brighter future.
            While Clinton offers the ‘experience’ to solve problems, Obama holds the torch for a new and brighter future seldom talked about by traditional politicians who focus on solving problems.
            It remains to be seen which strategy will win, but it is interesting to note that a recently ‘unknown’ has been able to raise considerably more funds than the established Clinton.
            Those of us in sales need to recognize that both ends of the scale, fear and euphoria, hold opportunities for us as well.
            Most solution-oriented sales training or traditional consultative selling often focuses only on the pain side of the questioning continuum.
            The moniker of some of these courses is; “When the price of the pain exceeds the cost of your cure, you have a sale.” While this is true, it is a mistake to under-estimate how much wider the purse strings open when your presentation appeals to advertisers’ visions, hopes and dreams, rather than focusing on solutions to short-term problems.
            Our Becoming a Master Questioner Workshop can help your account executives master the skill of opening doors through problem solving, then building relationships by uncovering your prospects’ dreams and long term-goals.

Morning Head

Morning Head
 
          Have you ever heard the expression “Things will look better in the morning?”
          It’s not just an expression, it’s true!
          God sent us this wonderful thing called sleep that erases all of the unimportant crap that our brains absorb during the day.
          If you want to sell more 52-week business, make your presentations when
‘Things look better’ to your clients.
          According to our records, 75-80% of all major media sales are made between 8 AM and 11:15 AM.
          It appears that by the time afternoon roles around, busy decision-makers have had staff problems to deal with, their show rooms are busy, and their brains are full…too full to consider exciting new ideas or directions with an open mind.
          Educators have also proven that the human mind captures and retains new concepts better in the light of a new day than during a late afternoon seminar.
          Want to make more major sales?
Then make sure your weekly planner is packed full with face-to-face pro-active presentations every morning. Do the stuff that makes you “busy”, although not necessarily productive, later each day.  
 
P.S. Want to make an important uninterrupted presentation in the morning? Try scheduling an off-premise breakfast meeting.