Program on Persuasion

04/06/2017

You’ve probably heard the old adage that selling is easy, “Just find out what the customer wants, and then give it to them.” The problem is that most customers don’t know what they need, which means that just asking what they want won’t get accurate answers, and it won’t increase sales performance.

For example, one of Henry Ford’s most famous quotes about his development of the automobile goes like this:

If I had asked people what they wanted, they would have said “faster horses.”

What Ford is saying is that his customers didn’t like the slowness of their transportation. That’s what they wanted fixed, but they didn’t really know what they wanted.

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Program on Persuasion’s Predictive Sales Funnel teaches how to increase sales performance by narrowing value proposition examples to prospects’ challenges.

04/06/2017

Over 80% of sales leaders report at least one of these issues as their biggest challenge... Program on Persuasion has developed the Predictive Sales Funnel, corporate sales training that solves all five of the biggest challenges.

03/11/2017

Most sensible people spend nearly all of their time addressing issues that are important and urgent. That makes logical sense. What most business people don’t realize, though, is that addressing those issues—the ones that are important and urgent—is a reactive stance. In order to excel, the sales person needs proactive steps to success.

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This post shows steps to success in a smart goal setting template, or how to set goals that benefit the sales person professionally and individually.

03/08/2017

Over 80% of sales leaders report at least one of these issues as their biggest challenge... Program on Persuasion has developed the Predictive Sales Funnel, corporate sales training that solves all five of the biggest challenges.

Program on Persuasion has developed the Predictive Sales Funnel, corporate sales training that solves all five of the biggest challenges of sales managers.

02/28/2017

4 Simple Methods to Validate Your Potential Client's Value Proposition

No matter how your presentation outline starts or how strong your business relationship, your prospective customer has to know before they commit: does your solution work?

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This post details how to write a business proposal that utilizes the 4 best methods to validate your value proposition to your potential client.

02/25/2017

Buyers now have control over the flow of their own information. With this shift, the consumer decision making process has changed dramatically. Buyers are engaging with sales people much later in the buying patterns process, which changes the business relationship significantly. In fact, most of the time, buyers contact sellers after they have made their decision. So, how should sellers account for this change? http://hubs.ly/H06mQJq0 Understanding the Consumer Decision Making Process

Why do people buy? To begin the business relationship successfully, sellers must learn buying patterns based on consumer psychology.

02/25/2017

How to Set Goals to Achieve Your SMART Objectives

Most people who set out to achieve a goal fail. Yet without a goal, we certainly will not achieve it. So how do we utilize this possible failure to propel us toward smart objectives? This post details Program on Persuasion’s steps to success on how to set goals.

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This post shows steps to success in a smart goal setting template, or how to set goals that positively affect the business relationship.

02/23/2017

2 Best Steps to Success in Your Smart Goal Setting Template

If your smart objectives are set well, they push you out of your comfort zone. How do you stay on track of your smart goals template in the face of anxiety and fear?

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This post illustrates the steps to success as Program on Persuasion’s smart goal setting template suggests.

02/22/2017

Even when we know how to set goals successfully, we still fail at achieving them. In order to succeed, goal setting theory tells us that we not only need to set SMART objectives, but we also need to account for our own psychological behavior.4 Parts of Goal Setting Theory that You Don’t Know

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Part of achieving SMART objectives are the steps to success through thet emotional stages of change.Here, Program on Persuasion provides a SMART goals template.

02/21/2017

3 Best Qualities of the Unique Value Proposition

Your potential clients make decisions by differentiating among their options. As the seller, your responsibility is to compare your solution to every other option, and stand out in the best way. So, how do you know if you are drawing the right comparisons?

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This post details how to write a business proposal to incorporate the 3 best qualities in the unique value proposition, as well as value proposition examples.