Learn more about business with this collection
How to develop a growth mindset
How to think creatively and outside the box
How to embrace change
Trigger An Unfair Exchange
The top-notch sellers delight buyers with the unexpected.
Generally speaking, it’s unlikely you’ll be able to meet your buyer in person. BUT, you can still do something meaningful and unexpected.
COFFEE GIFT CARD!
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92 reads
MORE IDEAS ON THIS
Reciprocity Isn’t Guilt, Here’s How They’re Different
Guilt is sending a follow-up email to a buyer and leading with, “I never heard back.”
But here’s the thing: While this wording does tend to increase reply rates, it actually decreases meetings booked by 14%.
“Never heard back” makes your buyer feel guilty.
It’s the opposite of ...
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What is The Law of Reciprocity?
According to Robert Cialdini, people are obliged to give back to others in the form of a behavior, gift, or service that they have received first.
When used tactfully, appropriately, and in a non-cheesy manner, reciprocity makes it difficult to say no.
Also, the key to using the Princ...
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107 reads
Send A Custom Video
Send your buyer a personalized, customized, one-off, just-for-them video.
It takes extra time, effort, and additional research, but it's totally worth it.
even just having your prospect see you is powerful, not just because they see you in person, but … wait for it … because of the L...
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Take The Burden
Burden: a duty, a responsibility, the bearing of a load, something oppressive or worrisome.
One of the worst things you can do as a sales rep is to ask your buyer to DO SOMETHING … to burden them.
Build your champion’s buying guide for them. Take the burden! Nobody pi...
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Personalization matters!
When sending follow-up prospecting emails, it’s possible to send a valuable note while still being tight, compact, and straightforward. Even emails that are 150+ words (considered “long”) can be effective if it’s concise, well-crafted, packed with value (info that connects the prospect or their c...
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Other curated ideas on this topic:
Habit is the foundation of routines
Late philosopher Hubert Dreyfus said that habits are a part of our daily coping practices. We don't consciously assess what we are going to do at any given moment - e.g., we don't deliberately reflect on brewing a morning coffee.
But, even when we do something habitually, ...
2. What You Do
A career helps many people feel valued.
- People say something like, “I’m the co-founder of XYZ company,” or “I’m a lawyer,” not because it’s what they do – but because it’s who they are.
- Their career reinforces to them that they’re “somebody.”
Why it...
7 Things You Need To Understand About Anxiety And Depression
No, we are not over yet. After discussing the topic with my friend’s Dad (he is a doctor), I’ve made a list of things you need to understand and avoid anxiety attacks (hard to breathe moments).
- Think of your anxiety as a biological problem, rather than thinking there is something wron...
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