I agree 100%. How great can I feel about meeting a need and building a relationship if I have to make someone feel scared to death to do it. If I approached my girlfriend when we first met and I was trying to get a date and said "What horrible thing will happen to you if you don't go out with me", I don't think it would have gotten very far. LOL
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Yes you are correct on trying to "find the pain." but one thing that he needs to go over is "exploring pain" when someone brings it up... You just don't want to ignore someones pain though... this is the perfect way to get to know someone and become a friend... You could also use this information in case it is something negative they experience with their last company.
what if just maybe we take the bad in and turn it good some of the best advise is from the elders right.? SO if you take the pain and find the postive. witch is making it go away in turn making pleasure! ppl will tade all they got and youd really be helping them to! now go and make another mill. off my advise i want aleast 100,000 lol haha hey thanks for your insight and looking at mine to god bless
Naw, Jeffrey is right. Unless your selling something safety based...or you can slightly add a safety aspect to a sales - semi fear based - but even that can be done more positivly.
Whether you want to increase your sales or broaden your exposure, a video testimonial of your product will create a lasting visual identity with the power to elicit feelings and perceptions, and to develop brand awareness. It is a long-term investment in your business. Yanick Dérys high success rate is due to his unique ability to take his clients vision to a whole new level.
I don't totally agree with Jeffrey. I agree that building the relationship is most important, but one must also remember...peoples fear of loss is greater than their desire for gain. All selling should show both sides of the coin. That is, the pain and gain associated with not going through and going through with the sale. Read 'Spin Selling' by Neil Rackham, his study proves this point. As long as human nature remains the same (which it has), fundamental sales principles are timeless.
I agree 100%. How great can I feel about meeting a need and building a relationship if I have to make someone feel scared to death to do it. If I approached my girlfriend when we first met and I was trying to get a date and said "What horrible thing will happen to you if you don't go out with me", I don't think it would have gotten very far. LOL
johnbartlettinfo 4 weeks ago
If finding the prospect's pain is 1972 selling, then Jeffrey's approach is vintage 1950.
allenschaefer1 8 months ago
You seriously get me through the less fun days of business.....Thanks (again)
stevenpod1 9 months ago
great stuff
endorphin18 10 months ago
this man knows
bay751 10 months ago
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siththee 1 year ago
New Word for the English Language and defination for sale to the highest bidder.
darrenable1 1 year ago
Yes you are correct on trying to "find the pain." but one thing that he needs to go over is "exploring pain" when someone brings it up... You just don't want to ignore someones pain though... this is the perfect way to get to know someone and become a friend... You could also use this information in case it is something negative they experience with their last company.
j7dickson 1 year ago
Jeffrey took most of his ideas from others... and from the past... I don't know if he is "the icon of the new sales era"
smartbizboy 2 years ago
what if just maybe we take the bad in and turn it good some of the best advise is from the elders right.? SO if you take the pain and find the postive. witch is making it go away in turn making pleasure! ppl will tade all they got and youd really be helping them to! now go and make another mill. off my advise i want aleast 100,000 lol haha hey thanks for your insight and looking at mine to god bless
Davidshow1987 2 years ago
Jeff,you see "The Big Picture"I like you.
DAVID52956 2 years ago
Naw, Jeffrey is right. Unless your selling something safety based...or you can slightly add a safety aspect to a sales - semi fear based - but even that can be done more positivly.
aquaiz 2 years ago
I love you too Jeff--and I also love my old Sandler CDs. You could substitute the word "problem" for pain and it's still effective in 2009.
heavypbass 2 years ago
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Whether you want to increase your sales or broaden your exposure, a video testimonial of your product will create a lasting visual identity with the power to elicit feelings and perceptions, and to develop brand awareness. It is a long-term investment in your business. Yanick Dérys high success rate is due to his unique ability to take his clients vision to a whole new level.
yanickdery 2 years ago
I don't totally agree with Jeffrey. I agree that building the relationship is most important, but one must also remember...peoples fear of loss is greater than their desire for gain. All selling should show both sides of the coin. That is, the pain and gain associated with not going through and going through with the sale. Read 'Spin Selling' by Neil Rackham, his study proves this point. As long as human nature remains the same (which it has), fundamental sales principles are timeless.
cabgt 3 years ago
Jeff is the Icon of the new sales Era.
efooshang 3 years ago
perfect
raider4life812 3 years ago