call center sale training
John Boe writes: How can you stay self-motivated and productive in the midst of turbulent times and a sluggish economy? During the early years of WW II Nazi submarines, operating in wolf packs, roamed the frigid waters of the North Atlantic with impunity sinking an alarming number of British military and merchant ships. Hahn designed the Outward Bound program, utilizing a series of progressively rugged challenges, to mentally and physically prepare young British sailors to cope with the adversity of naval combat. Today, the Outward Bound program works with troubled youth to help them develop greater confidence and self-image.
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I find it interesting that people faced with similar adversity often experience remarkably different outcomes. The carrot goes into the boiling water firm and comes out soft; the egg goes in fragile and comes out hardened; while the coffee bean turns the hot water into coffee by releasing its flavor and aroma! Selling in these challenging times demands determination and personal fortitude. The last time you failed, did you stop trying because you failed or did you fail because you stopped trying?
call center sale training
Thomas Edison documented 10,000 failed attempts to develop the electric light bulb. Edison responded, “Young man, I didn’t fail 10,000 times trying to invent the light bulb, I simply documented 10,000 ways that it wouldn’t work.”
You must expect to encounter detours, roadblocks and potholes of adversity along the road of life.
http://www.revver.com/video/797303/sales-coach-glenn-j-broder/
http://www.revver.com/video/797260/sales-coach-glenn-j-broder/
http://www.revver.com/video/783624/sales-closer-glenn-j-broder/
John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.JohnBoe.com or call 877 725-3750. John’s free newsletter is available on his website.
Michael Masterson writes: The following story illustrates a million-dollar business secret.
RP was unsure about whether he should buy another standard SUV or upgrade to the deluxe model. “I got the deluxe model.”
By taking the time to drum these features into my friend’s head, he achieved several worthy objectives:
* He alleviated (even eliminated) “buyer’s regret.”
* He gave RP a set of phrases that he could use in the future to rationalize his purchase and, as a consequence, advertise the car to others.
Next time RP thinks about buying another car, he will feel good about going back to this salesman.
According to Robert Cialdini in his classic book “Influence: The Psychology of Persuasion,” a host of psychologists attribute our need to rationalize a buying decision to our desire to feel that our actions are consistent with a higher code of behavior.
“Definitely,” Cialdini says, “Prominent theorists such as Leon Festinger, Fritz Hieder, and Theodore Newcomb have viewed the desire for consistency as a central motivator of our behavior.”
Moments later, another associate, this one posing as a thief, came by and “stole” the radio. The experiment was repeated another 20 times — but now the sunbather asked the subject to “watch my things.” In the case of RP, the motivation is the desire to feel consistent with the code of rationality. You can employ both aspects of the desire for consistency and make your package doubly powerful by (a) creating a “moral” obligation that impels the prospect to buy, and (b) helping him rationalize his decision after the purchase has been made.
I already explained how RP’s salesman helped him rationalize his buying decision. In the case of my friend RP, the salesman he dealt with could well have said “RP, if I could show you how to get the bigger tires you like, the upgraded sound system, the anti-locking brakes — all without increasing the $400 monthly payment you told me was your maximum — would you be interested?”
In most impersonal forms of advertising (and that includes both image advertising and direct-response advertising), this technique is seldom used.
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