How To Sell Anything To Anybody
Top 5 ideas:
Be flexible. Offer different things to different people based on their desires.
Every prospect you turn off will turn off many more.
Sell to everybody you meet. Make sure everyone knows what you sell.
They like what you sell if you like what they have.
Make friends and they'll work for you. Give friends incentives and they'll work harder for you.
If you have a good deal on something people want, your salesmanship skills don't matter that much.
Good salesmen know what they want and really want it.
List prospects. Gather information. Write it down. Take advantage of prospects' networks.
Your best prospects are repeat customers.
Every prospect you turn off will turn off many more. Do nothing that would make someone regret buying from you.
Salesmen resent other salesmen.
Don't join the salesmen's club. Use all your time to make opportunities.
You are battling against everyone who is trying to sell anything to your customer.
Make friends and they'll work for you. Give friends incentives and they'll work harder for you.
Make sure everyone knows what you sell. Sell to everybody you talk to.
You don't need to make deals with people; just let them know, every once in a while, that you have something for them any time they need it.
Getting someone else to recommend you gives you a good first impression.
Synergize with other people's businesses. Get them to bring customers to you.
Discerning people are proud of their ability to find deals. These people have influence and will let everyone they advise know where they found that good deal.
A good gift is one that reminds someone of you every time they use it
.
Nobody is "just looking". They're all after something.
Ask people why you couldn't help them if you can't see your mistakes.
Get people to relax by doing something small and unexpected for them.
Be observant. Watch for signs that indicate the customer's likeliness to purchase your product.
The most common reason for losing a customer who seemed really interested is not listening enough, not watching his face and body movements.
They'll like what you're selling if you like what they have.
Anything expensive can make people question how you pay for it.
Avoid flags that trip people's defenses.
Do not compete with the customer in any way.
People have general wants with specific pieces. As long as the general want is taken care of, the specific pieces aren't that important.
Be flexible. Offer different things to different people based on their desires.
Spot delivery: essentially locking someone into a deal by giving them the item before the arrangements have been finalized.
The most effective ways to bring in customers cost money.
Nobody sells everybody.
Friday, September 14, 2007
Ten Days To An Effective Memory - Dr. Joyce Brothers and Edward P.F. Fagan - **
Ten Days To A Successful Memory
Top 5 ideas: COMAT
Catering to a mood is giving in to a whim.
"Overlearn" a subject - memorize it past the 100% mark.
Motive + repetition = retention.
Allow time to reminisce.
The SAGAN method.
-- The primary author won the grand prize on The $64,000 Question and first developed her memory so she'd have more time to date. Nice.
Without memory efficiency, many necessary things are left undone.
Without memory efficiency, many important things are never gained.
Without memory efficiency, much of life passes by without our being able to recognize or appreciate it.
For memory efficiency to work, you must have a motive.
-- be superhuman
Memory increases in proportion to motive.
Motive + repetition = retention.
Memory retention increases in proportion to memory use.
Write down why you're doing something to psyche yourself up about it.
Memory motive:
Preserve my knowledge. Keep my strong mind from stumbling.
Reasons:
1. Have more time for the better things in life.
2. Keep commitments.
3. Stop backtracking.
4. Find discrepancies and continuity in people's behavior.
5. Stop forgetting info in conversations.
Advantages:
1. Maintain my expertise.
2. Integrate my thoughts and actions.
3. Synthesize new information better.
4. Provide advantages to people who trust me with information.
5. A strong memory is impressive, the mark of someone who takes things seriously.
the tension theory: once people start something, they want to finish it
Catering to a mood is giving in to a whim.
Start immediately and continue until the task is completed.
Having to work often produces a better product than not having to.
I must control my habits.
What you remember depends on your internal biases.
You can give meaning to anything you need to remember.
Methods:
- Soundalikes
- Association
- Grouping
- Acronym
- Numeric
Everything you do has an end in view!
-- before doing something, ask yourself: how will this end?
-- don't make the mistake of assuming your answer is right, especially if your activity has anything to do with people
Once you have achieved a stronger memory, what will you do with it?
-- put it to work as I read more and live life
Psychologists set two teams up reaping wheat and put flags on one side of the field. The side with flags finished faster, even when they switched the groups.
"The results of this experiment clearly show the pulling power of the goal."
-- they clearly show the sample size is 2
Goal gradient: the increase in efficiency and speed once one reaches a point where the end is in sight.
Reward yourself for a job well done.
Don't let your reward take you away for what you're doing.
Don't delay your reward
-- a cheap way to reward myself would be through whistling, I like to whistle
Eliminate distractions.
Reminiscence: allowing time for knowledge to sink in will boost memory capability
There's no such thing as mental fatigue.
Give information some time to sink in before repeating it.
Repeated information becomes a part of "memory echo" rather than being ingrained into longer-term memory.
-- to test if someone's listening or not, pause before asking them to respond.
Should you cram? Short answer: only if you need to. Cram right before bed, then once again before the material needs to be used.
Learn the whole of a thing at a time.
Recite the material you want to remember.
Read it aloud, recite it, write it down.
"Overlearn" a subject - memorize it until it would be impossible to forget it.
-- memorize it past the 100% point where there are no pauses in your ability to remember it
Forget things that are unimportant.
The closest thing there is to a photographic memory is eidetic imaging: being able to see something for a slightly extended period of time after you've looked away from it.
Don't study similar subjects next to each other.
Don't take notes until you've read through a passage once.
Heavy meals slow the thought processes a little.
Top 5 ideas: COMAT
Catering to a mood is giving in to a whim.
"Overlearn" a subject - memorize it past the 100% mark.
Motive + repetition = retention.
Allow time to reminisce.
The SAGAN method.
-- The primary author won the grand prize on The $64,000 Question and first developed her memory so she'd have more time to date. Nice.
Without memory efficiency, many necessary things are left undone.
Without memory efficiency, many important things are never gained.
Without memory efficiency, much of life passes by without our being able to recognize or appreciate it.
For memory efficiency to work, you must have a motive.
-- be superhuman
Memory increases in proportion to motive.
Motive + repetition = retention.
Memory retention increases in proportion to memory use.
Write down why you're doing something to psyche yourself up about it.
Memory motive:
Preserve my knowledge. Keep my strong mind from stumbling.
Reasons:
1. Have more time for the better things in life.
2. Keep commitments.
3. Stop backtracking.
4. Find discrepancies and continuity in people's behavior.
5. Stop forgetting info in conversations.
Advantages:
1. Maintain my expertise.
2. Integrate my thoughts and actions.
3. Synthesize new information better.
4. Provide advantages to people who trust me with information.
5. A strong memory is impressive, the mark of someone who takes things seriously.
the tension theory: once people start something, they want to finish it
Catering to a mood is giving in to a whim.
Start immediately and continue until the task is completed.
Having to work often produces a better product than not having to.
I must control my habits.
What you remember depends on your internal biases.
You can give meaning to anything you need to remember.
Methods:
- Soundalikes
- Association
- Grouping
- Acronym
- Numeric
Everything you do has an end in view!
-- before doing something, ask yourself: how will this end?
-- don't make the mistake of assuming your answer is right, especially if your activity has anything to do with people
Once you have achieved a stronger memory, what will you do with it?
-- put it to work as I read more and live life
Psychologists set two teams up reaping wheat and put flags on one side of the field. The side with flags finished faster, even when they switched the groups.
"The results of this experiment clearly show the pulling power of the goal."
-- they clearly show the sample size is 2
Goal gradient: the increase in efficiency and speed once one reaches a point where the end is in sight.
Reward yourself for a job well done.
Don't let your reward take you away for what you're doing.
Don't delay your reward
-- a cheap way to reward myself would be through whistling, I like to whistle
Eliminate distractions.
Reminiscence: allowing time for knowledge to sink in will boost memory capability
There's no such thing as mental fatigue.
Give information some time to sink in before repeating it.
Repeated information becomes a part of "memory echo" rather than being ingrained into longer-term memory.
-- to test if someone's listening or not, pause before asking them to respond.
Should you cram? Short answer: only if you need to. Cram right before bed, then once again before the material needs to be used.
Learn the whole of a thing at a time.
Recite the material you want to remember.
Read it aloud, recite it, write it down.
"Overlearn" a subject - memorize it until it would be impossible to forget it.
-- memorize it past the 100% point where there are no pauses in your ability to remember it
Forget things that are unimportant.
The closest thing there is to a photographic memory is eidetic imaging: being able to see something for a slightly extended period of time after you've looked away from it.
Don't study similar subjects next to each other.
Don't take notes until you've read through a passage once.
Heavy meals slow the thought processes a little.
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