Wed, 13 February 2013
If you'd like to know the easiest way to sell anything to anyone, you're going to love this weeks podcast.
In this week's podcast episode:
Tip Of The Week
This is the modern equivalent of “accountability partners”. The Lift App is a simple way to achieve any goal, track your progress, and get the support of your friends. Currently available only for iPhone, Android and Wieb versions are on the way soon.
Don't worry about weakness…
What if there was a different way of understanding Paul's story about his “thorn”, and a different way of understanding the phrase “my grace is sufficient”?
Feature Segment: The Easiest Way To Sell Anything
Understand the Scale of Awareness and “O.P.E.N. the Sale”
In the movie “Jerry Maguire” Tom Cruise's character makes an impassioned speech to the girl he loves, trying to convince her how much he cares for her. She finally tells him, “You had me at hello…”
Often, we do the same when trying to persuade or sell. Unaware of the feelings of our prospects or listeners, we prattle on far beyond the point that we need to. We say things that are irrelevant to the listener. Understanding “where they are” would spare us all that effort.
The late, great copywriter Eugene Schwartz understood the power of the awareness level of your prospect. Knowing where they stand already is vital to knowing what to say to them.
The fastest, easiest way to influence anyone is with what is already influencing them.
Here is the scale of awareness that I use in writing copy to help me know how to talk to my reader:
O – Oblivious
P – Pondering
E – Engaged
N – Needing
This powerful secret is easy to underestimate. Just try using it in your sales communications, and watch your persuasion power grow!
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What are some ways you have seen the “awareness scale” in action? Share your ideas and observations below in the comments.