Mastering Sales Communication: Lessons from Alan Alda
Even smart people have trouble communicating effectively. Alan's 5 step method helps.
Even smart people have trouble communicating effectively. Alan's 5 step method helps.
There are 3 elements to persuasion. Pathos, logos, and ethos.
Principle 1: Don't try to convince the customer to think and feel like you do.
If you master connection then nobody is buying off the right-hand side of the menu.
Every choice, big or small, either reinforces your brand’s identity or confuses it.
One client didn't want me back because my backup wore nicer shoes.
There are days when you're not going to want to do work. And that's okay.
You can't apologize for your price. There's a good reason for it.
People hear "dumbest" as a negative, when it's actually the most curious.
Adding a decoy can increase selection of the most expensive option from 32% up to 84%.
Replacing someone due to poor onboarding can cost 50% of their annual salary.
Your lures have to be more attractive than the same-old benefits package of your competitors.
33% of high performers plan to leave their company. But if they're formally recognized it drops to 14%.
What the Chamber of Commerce and a wedding bartender know about your customers and 25%-95% profit growth.