*** always email netiquette complied ***
Launch Date: May 23, 2001
Last # of subscribers: 2207
Present # of subscribers: 2451
Thought of the Day
"Once you have sponsored
someone, it's more important for
you to help that person sponsor someone else than it is to find
and sponsor another person yourself."
-- MLM Player
ARTICLE: He Who Answers Propers
ARTICLE: How-to Write An Effective Ad
ARTICLE: Sell What You Understand
It's almost impossible to tell one thing from another.
You put enough hypnotic anchors and proven sales techniques in front of anything
and its time has come!
But, let me tell you something:
"HE WHO ANSWERS PROSPERS."
Now, whether the answers are right, that's a philosophical question for the
ages.
And who cares?
Who cares if your answers are perfect?
Can you deliver above average honesty and answers at least half of the time?
Has it ever occurred to you that maybe such answers are in such short supply,
that they could be viewed to be very impressive indeed?
What if you took your dose of common sense and made a movement out of it?
Is that so unrealistic?
What are you looking for? A leader?
Have you ever wondered if maybe you are the leader you're looking for?
Ever wondered if maybe everybody is really looking for you?
You sell yourself short everyday, produce inferior results all for the lack of
commitment. And what commitment are we speaking of?
How much does it cost to be real?
Be your own person. Come out of yourself. Say what
you know you need to say! Who's going to stop you?
The worst thing that people ever try to do is spin the outcome. The heck with
what the polls might say and don't waste your strength on trying to be pleasing
to all. There's only one life to live here and you might as well live it with
gusto. Give it your soul and don't apologize for it. Stand up and say, "I
am here!"
Everyone the world over is searching for all the answers to all the questions
the internet has created. "HE WHO ANSWERS PROSPERS."
Stephan Bourget, CEO
Bourget Marketing International
http://cc.bourget-marketing-international.com
Always the headline brings them in.
This is no mystery to you. Do you notice what is disinteresting or what is out
of the ordinary? Of course.
Those of you who remember "How-to Sell" are already getting an
intuition where this is going.
"FREE!" is the all-time winner, but anything that reaches out and
grabs your prospect is an effective headline. Plain and simple, you've got to
keep changing the headline around until you're getting the kind of attention you
should be getting from it. Be creative.
You know the eye-popping, hair-raising, exciting, action words, don't you?
The next thing is the body of the ad.
A little ad, like a classified, you've got to get to the point in a hurry,
whereas, a longer ad, you get to tease and pluck human desire longer.
That's why, if you've ever read a full page worth of a money-making ad, by the
time you get to the end your greed glands are sprouting wings and heading for
the Bahamas. Similarly, the classified ad is just a quick jab of this same
injection. You only want to pluck your prospect just right.
It's important to get the response, but its also important to get the right kind
of response. For example, If I want leader types, I might begin with a header,
"Are You Self-Motivated?" Then in my ad I would keep the
qualification, "If you are the type that can work without supervision, then
I promise you will make over $100,000/yr and probably a whole lot more!"
Next, I would call to action, "For immediate details mail to: etc@itworks.com".
And there you have it. A model that is also instructive.
Conform your ad according to the type personality you hope to attract. You
wouldn't want to advertise for doll collectors, if you were looking for mlmers.
Just so, you can refine the focus into the realm of identifiable
personality.
On the other hand, a long-winded ad, might take a number of story-length
approaches. One might be a "Yay, the Company Is So Great" kind.
Another, might be the "Gee Aren't I likable" kind. Another might be
the "Let's Both Just Drool Over This Money" approach. Still another
might be the "Pardon Me While I Gain Your Sympathy" angle.
Whatever the case may be, a complete understanding of advertising is present
with anyone who understands that people want things. You keep trying different
things until you get what works for you. A little inspiration goes a long way.
Stephan Bourget, CEO
Bourget Marketing International
http://cc.bourget-marketing-international.com
A sales pro can go anywhere, sell anything, and it doesn't take much time to
adapt to the new pitch.
Why is that?
Why is it so incredibly easy for a sales pro to completely switch products and
services and be just as productive in the new environment as he was in the old?
That answer is surprisingly easy and if you learn it today, it can change your
life!
Sales follow customer interest. All advertising is a tool to provoke that
interest out of hiding. Once provoked, the initial interest shown by a prospect
is called a "lead," so named because it is a chance to
"lead" to a sale.
What the sales pro understands is that all sales is a mechanical process. Once
interest has been provoked, it is then up to the sales person to lead the
prospect's interest forward into the prospect's own desire.
Just here it is critical.
All sales training everywhere always begins first with product knowledge. That
is to say, every company first attempts to teach its sales people the features
and benefits of the product. The reason for this is simple: you will need to
know your product, in order to answer the MANY QUESTIONS prospects bring up
along the sales process.
Over many years of selling, you would be amazed at how many sales I've made,
simply by directly and succinctly answering prospects' questions. The ability to
pay attention to what the prospect is asking and to answer those questions with
assuredness is even more important than the presentation itself. I've been
around salespeople who were so confident, they really didn't have a
presentation, they just went straight into provoking the questions out of their
prospects, thus tailoring each presentation, question by question, inserting key
elements as they went along. I've done it myself.
The presentation is designed to bring the prospect along to where the questions
will be at least half answered by the end. Every salesperson knows that at the
end of the presentation, or at any point in-between, questions from the prospect
will pop up. QUESTIONS ARE YOUR FRIEND!!! ONLY INTERESTED PEOPLE ASK
QUESTIONS!!! And, of course, it is interested people who will buy your product.
Therefore, you may correctly view the questions posed to you as the evidence
that the sale is in progress.
In order to answer these questions, you must know what you're talking about. You
need to understand the features of your program, product, or service. You must
be able to match the features into the benefits of what your prospect GETS,
because that is the one thing your prospect is truly interested in: WHAT THEY
GET.
Part of the product knowledge procedure is to include your company's position on
any given issues arising from the presentation. If you know where you stand,
then you can answer your prospects with assurance, and you'll also be able to
tell the same story when asked a 2nd time, so you don't lie and therefore you
don't get caught in any lies.
So what does all this mean?
Simple: KNOW WHAT YOU ARE SELLING!!! If you know what you are selling, then
presentations, answering questions, and asking for the sale are automatic.
People want answers from someone who knows, so make yourself the one who knows
and people will want to do business with you.
Take the time to understand what you are sharing. This will automatically put
you into a powerful position. People ask questions in order to probe the
salesperson for expertise. This simple request for expertise leads to the sale,
if you will answer accurately, authoritatively, and persuasively.
BELIEVE IN WHAT YOU ARE SELLING!!! No one wants to buy from those who lack
confidence in what they represent! Think about it. Would you? Would you buy a
car from someone that said, "Gee I don't know?"
When you combine your enthusiastic confidence with product knowledge, you can
sell just about anything. And that's what makes a pro. Prospects' questions are
not to be feared, but endeared. The question is the proving ground where the
sales are made. The pro seeks these questions, in order to overcome any
objections. What the pro does is takes the time to make sure his "gun"
is fully loaded, so when the questions are fired at him, he can return fire
immediately, with all confidence. The way to make sure your "gun" is
fully loaded is to make sure you understand the features and benefits of what
you are sharing with others.
If you take the time to prepare yourself first, you won't be getting
"out-gunned" all the time by prospects perplexing questions. Sure,
some will always just give you a hard time for nothing, and after awhile you'll
be able to recognize these to a certain extent, but people will always surprise
you no matter how experienced you get. Some prospects will rake you so
thoroughly over the coals, there is no way you can imagine getting the sale, and
just when they pin you to the mat, they get up and shake hands and buy from
you!!! Others, who may appear to be a walkover, will string you along for so
long, they spin the sale down and out of existence. So, the moral of the story
is to stick with the basics.
What are the basics?
KNOW YOUR PRODUCT AND COMPANY PHILOSOPHY
BELIEVE IN WHAT YOU ARE DOING AND BE ENTHUSIASTIC
LOOK FOR AND WELCOME QUESTIONS
ANSWER ALL QUESTIONS WITH GREAT CONFIDENCE
ALWAYS, ALWAYS, ASK FOR THE SALE!
(In fact, good closers generally ask for the sale every time they answer a
question.)
Stephan Bourget, CEO
Bourget Marketing International
http://cc.bourget-marketing-international.com
While you're thinking about it, look in your address book and forward this issue now to 2 or 3 of your friends. They will thank you for it and so will I.
Was this issue forwarded to you? To subscribe and get this newsletter sent directly to your inbox, just . You MUST USE A VALID E-MAIL ADDRESS.
<><><><><><><><><><><><><><><><><><><><><><><><><>
Visit us at http://cc.bourget-marketing-international.com
Bourget Marketing International
Stephan Bourget, CEO
311-3414 Albert-Chretien Blvd.
Beauport, QC
Canada G1C 7M6