3 Second Selling
The biggest battle anyone with a sales and marketing message faces today is for the time and attention of their audience. It has never been easier to reach large numbers of people with our marketing and messaging, and never more difficult to actually connect with them. On top of that, research shows 93% of what people think of us, our ideas, our messages, our products, etc., is determined in the first 3 seconds of an engagement or interaction. We'll show you how to make the most of that precious time to cut through the clutter and quickly create emotional connections that earn someone’s time and attention.
Episodes
15 episodes
Goodbye solution selling, hello sales detective
Are you a product peddler, or a sales detective? Today the highest performing sales people aren't engaged in solution selling. And they're certainly not spewing out features and specs. They're actively engaged in problem finding. J...
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20:33
Michael Jordan and 3 Second Selling
Research shows that top producing salespeople talk about their products and services and features and specs 63% less than the average sales person. Features and specs don’t win the day. You can’t reason your way to a sale. Tha...
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8:31
The Imaginary Competitor
Competition, for the most part, is a healthy thing. In fact, it is essential,because it leads to innovation.Competition is also an enemy of complacency. If you are constantly and consistently trying to build a better pr...
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8:35
Are you appealing to the "right" brain with your sales and marketing?
Why in most sales and marketing interactions are we trying to inundate the left brains of our audience with features and benefits when it's our right brains that is doing the buying? Reasons lead to conclusions and emotions l...
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11:17
Down With Upspeak!
There is a direct connection between how we use our voices and how the world views us. Your voice is a signature, a unique and powerful part of your professional identity and brand. Research shows 38% of messages are processed based on your ton...
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5:35
The value of taking yourself - and others - off autopilot
The day I interviewed Tom Hanks for the hit film Forrest Gump he did 64 back-to-back, five-minute television interviews at the Four Seasons Hotel in Beverly Hills. Although I was fortunate enough to be in the first group of 10, I knew ...
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10:30
Want More Sales? Tell Better Stories
STORY = information, knowledge, context and emotionWhen facts are so widely available and instantly accessible, each one becomes less valuable. What begins to matter more is the ability to place these facts in context and...
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6:26
You Can't Reason Your Way To A Sale
Do you want the good news first, or the bad? The good news is, it has never been easier to reach large numbers of people. The bad news? It has never been more difficult to actually connect with them. And creating emotional con...
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7:34
Finding romance in a loaf of bread
When I asked actor Jack Lemmon during the Glengarry Glen Ross Hollywood press junket why he was still making movies, his reply surprised me, and certainly piqued my curiosity. "Because I still find romance in a loaf of bread," wa...
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7:45
Why your marketing isn't relevant - and how to fix it
There is about an 80-percent chance there is something fundamentally wrong with your marketing. It’s flawed because it’s about you, not them (your prospect or customer), because you’re the hero of your own story, and because you don’t demonstra...
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10:09
Don't Waste Big Selling Moments With Boring Small Talk
When the average American adult is subject to between 6,000 and 10,000 marketing messages every single day, we can safely say it is an incredibly cluttered, crowded, chaotic world we live in, especially when it comes to cutting through th...
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9:29
A primer on artificial intelligence
There’s no doubt that AI is one of the most discussed - and debated - technologies of our days. Though the way companies are utilizing it today may be new, but the technology itself dates back decades.In
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20:27
Words Create (Y)Our World
Words bear enormous power. They have the capacity to build up or break down. To persuade or dissuade. Connect or disconnect. Words can form wonderful pathways of understanding in our souls, giving us the capacity to change. They can open us up ...
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10:22
Don't "We, We" All Over Your Content and Customers
Does your typical sales and marketing messaging sound something like this? "We offer cutting edge technology." "We feature best in class service and support." "We have the best people." "We are the market leaders. "We are the fastest." "We are ...
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10:16