DMTraining -- December 2015 Tips of the Week

December 4 2015 People have a tendency to be egocentric meaningamp160centered around the ego or self We all see the world in terms of how it relates to us personally So when your message asks someone to do something it must also answer the unspoken question amp8220Whatamp8217s in it for meamp8221 On a deeper level the question might be amp8220How does this give me feelings of personal worthamp8221December 11 2015 People look for value Value is not a fixed number Value is relative to what youamp8217re selling what others charge what the prospect is accustomed to paying how badly the prospect wants it and how the prospect perceives the difference between your offer and others You must demonstrate a value that seems to be equal to or greater than the asking price The greater the value relative to the price the more likely people are to buyDecember 18 2015 People think in terms of people The human brain is not a computer calculatoramp160or information processor Itsamp160primary function is to deal with social interactions Remember how some mathematical questions in high school were stated as reallife situations They were always easier to understand and solve than abstract problems Your company message therefore should feature people through names personal pronouns quotes testimonials stories photos of satisfied customers etcDecember 25 2015 amp160You canamp8217t force people to do anythingamp160When people buy itamp8217s not because you wield some magical power over themamp160You can urge You can push You can entice But ultimately people do what they want to do This means your job is to show how what youamp8217re offering meets their needsThe opinions and points of view expressed in this commentary are exclusively the views of the author and do not necessarily represent the views of MediaVillageMyersBizNet management or associated bloggers

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DMTraining -- December 2015 Tips of the Week

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