Every so often a special someone comes along to guide you to better ways of working. They do it simply and without fanfare.
Meet Geoffrey James, top blogger at Inc.com and author of the book “How to Say It: Business to Business Selling: Power Words and Strategies from the World’s Top Sales Experts.”
You want to work fast and smart? Read the book. It teaches you how to get your message across with clarity.
But wait, there’s more……
You learn the power and impact of how to position emotions in the selling process. Now, we don’t usually think about emotion as the key driver for sales.
Emotions, nah! It’s all about the product, right?
Yet, it is emotions that sell. No, not the stuff of reality television; I mean that gut grabbing sentence or word that makes you know you have hit the nail on the head to make your customer sit up and listen. Not just listen, buy.
Here is the basic formula. Think film plot. The hero of today’s sale is the customer. No, not you super sales person, the customer. The goal is what the customer wants to accomplish. You, sales guy or gal, you are the supporting cast to help the hero achieve his or her goal.
That’s it.
Learn how to position your product, engage your customer and get the job done with words and images that have the power to persuade.
Geoffrey is to sales what Merlin is to King Arthur. The book is Excalibur, your magic sword.
Go get ‘em tiger!
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