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Bill Bateman
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Published on 8/2/2016
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In this series of posts

The 5 "touch factors" in Sales - I’ve been reviewing “secret sauce” of how you increase your marketing/sales effectiveness.


To review I mentioned that the 5 areas to pay attention to are....



After the number of people and the number of times we get to what I label as “the quality factor.”


When you present your message to somebody the “quality” of the presentation, the quality of the “touch” has a huge impact on how many sales you’ll make.


I remember learning a life insurance presentation from the late great John Savage. He sold a LOT of life insurance over a 20 year career and one of his great strengths was his presentation.


John sold a very “average” product to a middle class clientele at a time when life insurance was being attacked in the media and by the financial “gurus” as a “rip-off” yet he sold 25 to 30 times what the average insurance agent sold partly because he a real quality presentation.


He called it “high touch” selling.


In retrospect I found that what John was did magnificently was use the psychology of “affirmation selling”, with a “dash” of neuro linguistic programming to tell the story of why his product - whole life insurance - was something everyone should have some of…


“Affirmation selling” is all about crafting your sales talk to encourage people to agree with you during the presentation repetitively.


If you can get people to say “Yes I agree with that statement you just made” multiple times they are much more inclined to buy.


Neurolinguistics - or NLP - is about crafting your message to be presentable to the 3 main communication styles - Visual - Auditory - Kinesthetic.


I’ll go a little deeper in a future post. For now, understand that just “giving the sales pitch” is nowhere near as effective as giving a “quality” sales pitch.


Bill Bateman (like Batman with an “E” in the middle I tell folks)

PS - Text based marketing is a quality way to get your message out. I like Call Loop - check it out for yourself - cost a nickel (a text) with low minimums

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