On Memorial Day thoughts on the Power of GIVE.



Who do you need to get to yes with this week?
There are 7 simple (and timeless) strategies 
you can use today to GET TO YES FASTER® 
Today, a quick reminder for you of the
the power of one of those strategies…
On Memorial Day (as on all days)
we feel the need to GIVE BACK
to those who have GIVEN TO US
(as is appropriate, as is right)  

2nd-Best Direct Mail Piece Ever: HOW SAD.

Quick Tips and Example: 
2nd-Best Direct Mail Piece Ever. (How Sad) 
LESSON: Five Best Practices and Yet… 
12:16 pm today this letter arrived in my mailbox
12:20 pm I opened it and read it
12:21 pm I called with the intent to buy
12:22 pm they lost the deal.
I really wanted them to make this sale. 
I was pulling for them.
After 10 days on the road I am home 
getting my mail for the first time…
Three flights and 14 hours of driving in 10 days:
Detroit, keynoting a Vistage Marketing Event…
Texas, kicking off a year-long sales optimization program with 150 reps of a client’s Customer Engagement Center
… then I drove to Rhode Island for my second Annual National Sales Workshop with 47 sales reps for another client.
But as soon as I opened the letter…
I saw so much that was GOOD in it.
BEST PRACTICES that I share with my audiences in my Training Events.
I’ve been talking about these best practices, and the science behind them, for 25 years.
I got excited.

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Research: Top 5 Mistakes to Avoid to Get to YES

Recently Vistage Florida (a leading part of the World’s Best, and likely America’s First CEO learning network) asked me to share my research into the Top 5 Mistakes that business owners and their Teams make when trying to get to ‘Yes’ with clients and prospects, to negotiate concessions from vendors, or to influence their employees (or family members) to change their behavior…
What if I could teach you the Top 5 Tips (click to watch) to avoid those mistakes in less than 5 minutes?

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Today’s Command: “March Forth.”

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Today’s date always inspires me
“March 4th” as in “March Forth, Ever Onward...”
I tend to read it as a Command… 
And I usually need it right about now, at the mean end of Winter.
(I don’t know about you, but this Winter kicked my butt…)
A reminder that we can “get through this crap” 
…we just need to move forward.
Forward Motion.
Because a thing in motion tends to stay in motion.

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What is your “Before & After” Message?

Quick Tip #13 is less than a minute long…
Click for One Minute Video
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You know this: people pay attention to change…
(because a change in our environment represents potential risk)
But are you using this concept like the best marketers?
Some of the most successful marketing campaigns
use the concept of Visual Before & After Messaging
to quickly show people how their world changes for the better.
Here’s a question for you…
In any situation where you need/want a YES from someone
ask yourself…
What is a simple “Before & After” visual I can show them?

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We are safer together

…our Article last week 
discussed the “collaboration effect” 
on the human brain
…people like to participate
We are hard-wired for “We”.
This week let’s consider how “We” messaging reduces risk
And what airline safety has to do with your sales results. 
Sunday Musing: 
We are safer together.
What is your “We” message?
Here’s a question for you…
What does the most successful marketing program in the history of selling cars have in common with the safest decade in the history of flying jets?

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IKEA effect on your Brain.

Bottom Line up-front:
Ingvar Kamprad built IKEA, he asked people to help build his furniture and they built his fortune.
Let’s consider the billionaire’s genius idea, why it worked so well, and focus on tips for applying it to our own business and personal lives:
… think about how we package participation
… how to consciously design collaboration into our interactions
… the key concept is “together”
We can apply this thinking with customers, vendors, employees and even with our family to GET TO YES FASTER®.

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