Manipulation = Bullying

Ask a thousand random salespeople to raise their hands if they’re against bully behavior and a thousand hands will raise. Yet salespeople everywhere practice manipulative tactics like reversing, overcoming objections, and so forth every day.

I have news for ya, salespeople. Manipulation is bullying!

Bully - Merriam-Webster - a : a blustering browbeating person; especially : one habitually cruel to others who are weaker

If you have knowledge of how to manipulate someone, you have power. Power makes you stronger and makes prospects weaker.

When you use that power to manipulate prospects into doing what’s best for you — buying from you — instead of helping them to do what’s best for them — making smart choices even if it’s not to buy from you — then you are a bully.

And if you refuse to admit it, you’re a coward as well.

Networking Tweak

Every now and again I’ll post suggestions for how to tweak what you’re doing in small ways to both increase your professionalism and your results.

Today we’re going to talk about business cards — not yours, but that pile sitting on your desk.

The bottom line is this. Shaking hands and trading cards is only step one. If you don’t consistently take the next step of following up, you’re just wasting your time and everyone else’s.

If you have a smart phone, here’s a minor tweak you can use to make sure step two occurs.

1. Download and install the LinkedIn application CardMunch.

2. When someone hands you a card, the first chance you get use CardMunch to capture the card and submit it.

3. LinkedIn will send back the formatted contact record — they do an incredible job of being accurate.

4. Click the [Connect To] button. This will send a request to connect through LinkedIn. (You are on LinkedIn … right?)

5. Choose the option to add the contact to your phone’s database.

6. Sync your phone with your computer or whatever device has your entire contact database.

7. When the new contact accepts your LinkedIn request, message him or her with a thank you for connecting and an offer such as “If there’s anyone in my LinkedIn contact list you want to meet, ping me with an introduction request and I’ll be happy to pass it on. But please explain why so he or she knows the purpose of the connection and has enough information to respond intelligently.”

CardMunch is a GREAT tool for low-volume business-card updates, because you carry it everywhere and it has the easy LinkedIn connection option.

For that massive stack of business cards, consider sending them to one of the “scan my cards for me” services. Then stay current using CardMunch.

Gill

How Not To Apply Scarcity

I just logged on to email for the first time today and the first message I received read as follows:

Hi International,
I want to extend to you an exclusive invitation to join Chamber.com.Chamber.com is an invitation-only community connecting leaders worldwide.
+ Connect with Members in 1000+ Chambers Worldwide (like Atlanta, London, Hong Kong, etc…)
+ Market Yourself or Your Products / Services in Your Local Community
+ Attend Webinars led by NY Times Best-Selling Authors and Successful Entrepreneurs
Join now to connect, learn and grow your business or career!  Click the link below. All it takes is 30 seconds!

If exclusive is clearly NOT exclusive, then don’t say it’s exclusive.

Why?

Because you’re lying to me and you clearly believe I’m too stupid to notice.

Geeze, people. Grow a brain will ya?

After "No"

In my 30+ years of selling I’ve encountered only three basic sales models so far:

• Qualification Model: This model focuses on finding a way to close the sale. You spend your time looking for the single trigger (the qualifier) that will get the prospect to buy, then pull that trigger. This is a self-centered model, in that your goal is to close the sale at any cost. All manipulative systems use this model.
• Disqualification Model: This model focuses on learning whether the sale should close — Yes or No, either answer is fine. You spend your time looking for the showstopper (disqualifier) that will cause the prospect not to buy. This is an us-centered model, in that your goal here is to find the showstopper quickly, provided it exists, so you can both avoid wasting time. Most honest systems use this model.
• Relationship Model: This model focuses on the relationship, not the sale. Instead of trying to find a way to close the sale (qualification) or save time (disqualification), you do your very best to help the prospect make the smartest choice for his or her business, even if it means sending the prospect to your most hated competitor. The focus here is outward — on what the prospect needs. The result is you build strong relationships with every prospect you meet. (You also happen to close more sales, but that’s a byproduct, not a focus.)

Honest Selling is founded on the relationship sales model. In everything we do, we focus on building long-lasting relationships with high-level decision-makers based not on us closing deals, but on us helping our prospects to make incredibly smart choices.

But what happens when the smart choice is to say “No” to your product or service in favor of something else?

Going Past “No”

Most people see “No” as the last step in a process. You prospected and marketed your way into a sales appointment. You met with the prospect, interviewed him or her to determine goals, needs, etc. And you pointed the prospect to an alternative that fits his or her needs better than what you sell.

While this seems logical, it is totally counter productive, because sales is a never-ending process where every decision, even the ones that close doors on existing opportunities, is simply a step in the circle of selling.

I have a list of 17 specific actions you could take after a prospect says “No” — each of which could lead to another sales opportunity.

I’ll share my list at our July 17 meeting.

Special Deal From Our May 2011 Speaker

Tracy Myers is flying to St. Louis to help us learn honesty in sales by discussing the ugly and good of used car sales tactics, and tying that into developing our personal, high-integrity brands.

However his book launches today (he’s already at #3 on the Amazon best-sellers list) and he has a very special, VERY time-sensitive deal that I’d like to share with you now. Here’s what I received from Tracy about his special deal.

---

Dear Friend,

 

This Wednesday is the official launch date for my new book “Uncle Frank Sez” and I need your help in securing the #1 slot on the Best-Sellers list. 

 

And, since I’m not the kind of person who asks for a favor without offering something in return, I’ve put together some cool gifts that you’ll get if you order the book on Wednesday. How cool? Up to $12,000 worth of cool just for spending $19.95 on a measly book. Pretty good deal, don’t you think?

 

Here’s what you’ll get:

 

Fair Package: Buy 1 book, get more than $150 in bonuses

Firm Package: Buy 3 books, get up to $500+ in bonuses

Friendly Package: Buy 25 books, get up to $1,000 in bonuses

You Made Your Bed Now Lay In It Package: Buy 100 books, get up to $12,000+ in bonuses

Here are the minor details on each package…

 

Fair Package: Buy 1 book

Spots: Unlimited

Cost $19.95, Bonuses Worth More Than $150

These two great bonuses come by digital delivery, straight to your inbox: “The Best of Ask the Coach” series by Tammy Holyfield who will teach you how to achieve all your personal and business goals…faster than you’ve ever imagined!  ($150) the new ground-breaking report by Tracy Myers titled Uncle Frank’s 21 Secrets of Creating a Money-Making Customer Experience REVEALED!  ($9.95)/

CLICK HERE TO ORDER FAIR PACKAGE ON APRIL 27th, 2011!

Firm Package: Buy 3 books

Spots: Limited to the first 50

Cost $39.90, Bonuses Worth up to $500+

In addition to the Fair Package, the first 50 people to buy 3 copies of the book get a year’s subscription to The Good

Life newsletter, PLUS an invitation to a one-hour group teleconference with author, noted small business marketing and branding solutions specialist, Tracy Myers ($325).

CLICK HERE TO ORDER FIRM PACKAGE ON APRIL 27th, 2011!

Friendly Package: Buy 25 books

Spots: Limited to 4

Cost $498.75, Bonuses Worth up to $1,000+

Come for a Backyard BBQ with other winners and the Uncle Frank’s entire crew (priceless!); get everything from the Fair Package, which goes to you by digital delivery, straight to your inbox ($150+); plus win ONE of the following: 1) a 1.5 hour off-road Segway tour over the hills and though the woods with Uncle Frank, or 2) an outdoor zipline tour with Uncle Frank!

CLICK HERE TO ORDER FRIENDLY PACKAGE ON APRIL 27th, 2011!

You Made Your Bed Now Lay In It Package: Buy 100 books

Spots: Limited to 3

Cost $1,400, Bonuses Worth up to $12,000+

CLICK HERE TO ORDER YOU MADE YOUR BED NOW LAY IN IT PACKAGE ON APRIL 27th, 2011!

Talk, one-on-one, via Skype with book author Tracy Myers—ask him anything: marketing, sales, motivation, business, marriage, writing or trash talking, whatever you want—and I’ll also give an in-person presentation to the group of your choice with any size audience ($7,500); you get everything from the Fair Package, which goes to you by digital delivery, straight to your inbox ($150+); come to our Backyard BBQ with Uncle Frank’s entire crew; plus win ONE of the following: 1) a cruise in the mountains with Uncle Frank in one of his convertible Ford Mustangs during the Fall of the year, 2) a 5-Star dinner with Uncle Frank and best-selling author Tracy Myers (or by yourself if you’d rather be a loner.)

Go on, grab these goodies while you can.

You’ve got from 12:01 a.m. EST on 4/27 until 12:01 a.m. on Thursday, April 28th.

If you buy before or after these times/dates, you will NOT be eligible for the great bonuses.

To receive your free gifts, email a copy of your receipt with the date of April 27th, 2011 clearly showing to: Tracy@TracyMyers.com before Saturday May 7th, 2011. All receipts that do not have the date of April 27th clearly marked and do not show the purchase of Uncle Frank Sez will be disqualified. Receipts will be taken in the order they are received.

This is THE promotion for this book, and it won’t be repeated! Valid only on April 27th, 2011!

IMPORTANT: ABOUT UNCLE FRANK SEZ AND THE BEST-SELLER LIST. For the bestseller list, only hardcover books shipped to U.S. addresses qualify. So that means this contest applies only to those sales. For the great bonus prizes, you can only make your purchase from Amazon.com on Wednesday April 27th, 2011 until midnight. Beginning April 28th, you can purchase your copy at any participating Barnes & Noble, Books-A-Million, and independent bookstores, either online or in person at your local store.

NOTE: Amazon sometimes limits the number of books you can purchase from them, so if you have any trouble, create another account or use someone else’s (unless that’s illegal. If so, you did NOT hear this from Uncle Frank!)

If you don’t need all the books you buy, consider donating them to a worthwhile organization (library, school, company, charity, race or other event). We can help you figure out where to donate if you’re purchasing 25 or more copies.

This giveaway begins at 12:01 a.m. EST on 4/27 and lasts exactly 24 hours and ends at 12:01 a.m. on Thursday, April 28th. It’s strictly first come, first served, and “limited to 3” means the fourth person doesn’t get it.

Buy 1, 3, 25 or 100 copies today, and every gift package is worth at least twice the cost of the books. (Some up to 10 times!) More than $12,000 worth of great experiences and grub up for grabs.

Thank you for your support and spread the word.

Tracy E. Myers, CMD

DIRECT: (336) 831-0646

 

PERSONAL WEBSITE: http://www.TracyMyers.com

DEALERSHIP WEBSITE: http://www.FrankMyersAuto.com

BLOG: http://www.WinstonSalemUsedCars.com

USED CAR GOSSIP: http://www.UsedCarGossip.com

FACEBOOK: http://www.facebook.com/frankmyersauto

TWITTER: http://twitter.com/myersauto

YOUTUBE: http://www.youtube.com/theekdjs