Motto Training » MarketingMotto Training

Prospecting or Marketing Genius

Stephen Tregenza — Tue, 10 Sep 2013 10:35:46 +0000

Prospecting – finding and qualifying prospective clients – is the first step in the selling proposition. It can also be the most daunting.

The first big hurdle is knowing where to look for opportunities and recognizing them when they present themselves. Then there’s the fear of rejection that makes it so hard to approach strangers and talk to them persuasively about the product or service you represent.

The good salesperson recognizes these challenges and finds ways to cope with them.

The great salesperson, turns them to his/her advantage and uses them to supercharge his/her selling and sell, sell, sell.
Whether you’re a newcomer to sales or a seasoned pro, The Training Annex is your aid to survival when generating new leads. We help you gain a solid perspective on what prospecting is and shares simple, yet powerful ways to build a prosperous selling career by meeting and getting to know the right people. You’ll find out how t o:
Build an appealing image
Polish your phone skills
Tap business contacts for leads
Prospect your customer list
Use the power of the Internet
Get the biggest bang for your advertising buck
Here’s a gold mine of tried-and-true techniques and strategies for finding and keeping clients from one of Queensland’s number one sales trainer. You’ll discover how to set your goals, plan your time, and multiply your leads by:
Obtaining valuable free information from newspapers, magazines and specialized journals, radio and television, the Internet, and more
Developing a network of friends and associates; and mining it for all it’s worth
Speaking so others will listen and maximizing every meeting with every person
Techniques for getting satisfied customers to become an endless source of new referrals
Building your image to the point where prospects seek you out
Handling failure and rejection, keeping a positive attitude, and staying motivated

Why don’t you give me a call. 0409 274 600

Laughter in Marketing

Stephen Tregenza — Mon, 19 Aug 2013 10:30:17 +0000

Laughing Matter: Priming and Mirroring, cited new research showing that hearing the sound of laughter produced a response in subject’s brain in the premotor cortical region, triggering an unconscious smile and apparently preparing the subject to laugh.
This work almost certainly provides the neuroscience backup that explains why television comedies have resorted to laugh tracks and live audiences to make their shows seem more entertaining. It also explains why standup comedians need to “get an audience going”, and why live audiences for television shows usually see a “warmup” comic before taping actually starts. In every case, the sound of others laughing (even if that sound is taped) prepares the individual to laugh himself.
There’s a metaphor for marketers here: entertainers adopted these techniques long before MRI scans existed, based on many years of experience. To some degree, that will be one of the major impacts of neuromarketing research: providing the theoretical and scientific foundation for techniques that have already been shown to work. Alarmists who expect neuroscience to help marketers develop “super-ads” that manipulate consumers into purchasing things they don’t need overlook the fact that marketers have been experimenting with ad content and techniques for a century. Some of their output may have included a few “super-ads,” but these had nothing to do with neuroscience. A more likely benefit from using neuroscience in marketing is to weed out unproductive ads earlier in the process, ultimately making marketing expenditures more productive.
So, we may not have advanced the state of the art in marketing much today, but at least we’ve explained one aspect of comedy. Next time you sit down to watch a Seinfeld rerun, or are sitting in your local comedy club, pay attention and see if you can detect your progression into laughing. Of course, focusing on your premotor cortical region may take some of the humor out of the situation…