Psychological of Selling (when writing)

A great article from Copyblogger.com (click here to read the whole article) ...

People are highly complex and often mysterious, so we all struggle to understand our fellow humans. However, now that you’ve gotten over being afraid to sell, here are a few basic psychological tidbits that can help you write compelling
copy.

Key points from the article ...

• People make decisions emotionally.
• People justify decisions with facts.
• People are egocentric.
• People look for value.
• People think in terms of people.
• You can’t force people to do anything.
• People love to buy.
• People are naturally suspicious.
• People are always looking for something.
• People buy “direct” because of convenience and exclusivity.
• People like to see it, hear it, touch it, taste it, or smell it before they buy it.
• Most people follow the crowd.

If you are signed up for the Sales Communications Skills workshop on Nov.4th, the full article (which explains all the points above) is "required reading" !



If you would like to sign up for the workshop at Marist College, in the Lowell Thomas Communication center, rm.125 from 9am-12noon... send an email to theshot92 [at] gmail.com !

Want to challenge and improve your communication skills? ... even more than TableTopics?

Have you ever thought how sales skills could expand your career options? Have you ever wondered what it is like to Sell?

Well, you have your chance to find out ... in a supportive Toastmasters environment.

On Tuesday, Nov. 4th, there will be a workshop called...

"Sales Communication Skills for Toastmasters" !

It will be held from 9am-12noon at Marist College, in the Lowell Thomas Communications Center, rm.125
3399 North Road, Poughkeepsie, NY 12601.

Anyone who is interested should send me an email to sign up.

What is the workshop going to cover? Click here to find out.

What is the agenda? click here.

If you would like to move beyond TableTopics, perhaps it is time that you stepped up to Sales Communication Skills !

If you want to be more persuasive in business ... or in your personal life... this is for you!

There are less than 20 spaces and they will be filled on a first-come, first-served basis. Send me an email now. If you are on the Yahoo Group... do not "reply all". Send the email directly to me at the address below.

See you there !

Dave Wheeler

D53 LGM, 2008-9

Be The Change You Want To See !

email: theshot92@gmail.com

P.S. Please pass this along to anyone with our district who might like to attend.

Sales Communication Skills ...for Toastmasters

In a previous post, the concept of a Sales Communication Skills (SCS) Workshop was presented.
(click here to read more about it).


Below is an overview / agenda of the SCS workshop.

Intro (2-3 min.)
- basic housekeeping
- agenda / goals
- introduce trainers

The importance of Sales (3-5 min., motivational)
- Role of Sales in business and other organizations
- Personal selling & persuasion
- Motivation (Why are you doing this?)

Product Knowledge (Why is it worth selling?) (8-10 min., Exercise / Presentations 30 min.)
- Features vs. Benefits
- Exercise... what are you selling about Toastmasters? Develop 1 min. Elevator Speech (in pairs)
- Present TM Elevator Speech

Lead Generation / Keeping the pipeline full (8-10 min., Exercise 30 min.)
- Advertising / Web marketing
- PR
- Networking
- Research
- Exercise... Research companies in D53 that are good candidates for TM.
- Review results of exercise

[ Break ] 10 min.

Questioning / Listening (8-10 min., Exercise 30 min.)
- Uncovering needs
- Exercise... (Role play sales calls to companies re: TM), handouts with predetermined "needs"
- Group feedback from exercise

Gaining Customer Commitment and Follow-Through
(Speaker 10-15 min., Exercise 40 min.)
- "Closing" questions (3 best)- Overcoming objections
- Persistent follow up
- Exercise... (Actual sales calls to companies re: TM)
- Group feedback & follow-up action steps

Wrap-up. Group Feedback on overall program. (15 min.)



Total Time: 2:34 - 2:48... realistically around 3 hours.
The larger the group, the longer it will take to get through all the exercises, participant presentations and feedback sessions. Current estimates based on a group of approximately 10-20 people.


Networking Opportunities:

Since the whole workshop is targeted to be done by lunchtime, it is theoretically possible (assuming the instructors are in a good mood) that they could take attendees out to lunch ! How about McDonald's if at least one demo meeting is scheduled ... or a nice sit-down restaurant if they schedule 4 or more demo meetings?

We are still trying to find a location where the workshop could be held. It would be ideal if we had computer / internet access. We assume we will have telephone access since most people have cell phones (if there is cell coverage). Since many of the exercises involve calling actual companies, the workshop would need to be on a weekday, probably 9-12.

We are also looking for experienced Sales people (or Sales trainers) that might want to 1) serve as "Sales Advisors" to the whole process of developing the workshop or 2) Present a segment as part of the workshop.

If you are interested in attending or presenting or just have suggestions, please contact District 53's Lt.Gov.-Marketing, Dave Wheeler at theshot92 [at] gmail.com.

Sales Communication Skills ...for Toastmasters

"Sales is like TableTopics ...
... just more challenging!"
- D53 Public Relations Officer, Angela Lussier

Have you ever thought that your business would improve if you developed Sales Communication Skills?

Would your career get a boost if you could sell your ideas inside or outside your company?

Sales4TM Workshop

District 53 is developing an "Introduction to Sales Skills for Toastmasters" and we are hoping to schedule it in October (or November) at the latest. It will be scheduled on a weekday for about 3 hours, probably in the morning.

The Basics
This workshop starts out by covering the basic building blocks of Selling & Persuasive Communication and will take your existing Toastmasters knowledge and speaking skills to a whole new level.

Why Sales?

We will address why [the function of] Sales is necessary for a successful organization as well as the preconceptions and myths surrounding Sales.

Hands-On Training

Attendees will participate in a series of exercises where you will do actual research (lead generation), develop a sales script and make actual calls to actual prospects (for corporate TM clubs). Each exercise will include feedback plus ideas to help overcome future challenges (e.g. mindset, systems,etc.)

If you are interested in learning more about this event, please send an email to Dave Wheeler, D53 LGM.

Dave's email address is theshot92 [at] gmail.com. If you would like to take a larger role in the workshop (organizer, presenter, coordinator), please let Dave know as well.