To subscribe to this newsletter access this link.
To see business edition of this newsletter go here


Free Classifieds

Free Classifieds Free Marketing & Promotion Newsletter
Weekly Internet Promotion Articles

This newsletter is supported and owned in part by Bogdan Fiedur
of Pressmania Classifieds 


If you would like to own a newsletter like this and receive 7,000 free advertising credits go here  for more info.

Vol. 3 issue #351 March 11, 2012



Did you know that right now you can advertise in the Adland Digest Newsletter? The Adland Digest goes out to over 32,000 subscribers and you can place an advertisement at Special Rates for as low as $15.00, however this is for a Limited Time and won't last long. There are still ad placement spots available but they are being taken quickly. Click here for more info 

So if your ad can reach over 32,000 subscribers and costs as little as $15.00 what is the potential return on your investment? There is only one way to find out!      

3 Key Points to Sell to Your Prospect's Brain

By Stu Schlackman

You've heard many sayings when it comes to selling, such as customers buy emotionally and then back up their decision with logic. Or, how about, "you sell the left brain and you close the right brain". The left side of the brain sees the features and the right side sees the benefits, which is the reason it's said that features tell and benefits sell. Selling to the left side of the brain requires information and results. But, you need to influence the right side of the brain to motivate them to take action. In other words the left brain thinks and the right brain acts. You may wonder whether you should really consider how the brain operates when you are selling - I say absolutely YES! Let's consider some key points.

#1 Emotional Intelligence
Selling REQUIRES emotional intelligence. Daniel Goleman defines emotional intelligence as "the abilities to recognize and regulate the emotions in ourselves and others". If you do not connect emotionally with your prospects and clients, they won't feel the need to do business with you. People value their relationships, including those with their sales professionals. When they receive value, they enjoy rewarding you with a purchase order, because they believe you earned it! However, as we all know, people are different. They have different values, communicate differently, make decisions differently and have varying needs. Your job is to discover what is most important to them so that you can connect with them on that level.


Get Your own profile like this one at Adlandpro Community

Click Here to Start.

Mary Evelyn's General Info

User is offline. (Last Activity: 03/22/2010 11:19:56 PM)  Mary Evelyn Simpson  
Invite Me as a Friend
Mary Evelyn Simpson
Gender female
Location Lehigh Acres, Florida, United States

Profile Views


Member Since:


Wednesday, April 12, 2006



#2 Personality Style
Building a solid professional relationship requires trust. To do that you will have to uncover their needs, which is infinitely easier when you understand their personality style. One of the most powerful questions to ask is "when it comes to investing in a solution like ours, what is most important to you?" Their answer will reveal their values which are directly related to their personality style. For example, Green personality styles are the more analytical and engineering types who value efficiency and competence. Golds are more leader types such CEO, CFO and financial types who value security and control. Oranges are big picture and look for the immediate benefits and value winning and competition, while Blues value integrity and relationships.


Visitor only for $0.01. Try our pay per click search engine. The cheapest on the market. Start here..


#3 Storytelling
Use stories and analogies to engage the right side of the brain. Stories are memorable and others can put themselves into the story, helping them visualize the situation from their perspective. Customers buy when four criteria are satisfied: needs, cost, solution and risk. ONLY when they are comfortable in each of these areas will they take action. When they hear a relevant success story they can relate to, they begin to see what your solution can do for them. From a personality perspective, each personality will prioritize and analyze needs, cost, solution and risk differently. Right brain people are Orange and Blue in our model and they favor more of the intangibles and are more subjective. Left brain people are our Green and Gold and are more objective and look for the tangibles. Don't forget that people also buy based on what the solution will do for them personally, which is why building a relationship is vital. Business solutions might lower cost, increase revenue or improve productivity. Personal motivations might be getting a promotion, recognition or peace of mind. Left brain (Green and Gold) customers favor business benefits of your solution and right brain (Blue and Orange) folks favor the personal aspects.


Visitor only for $0.01. Try our pay per click search engine. The cheapest on the market. Start here..


The bottom line is this: know why your customer buys. Just understanding who they are will help you shift the attention away from your goals to theirs, which always nets better results!

You need to:
1. Connect with your customers emotionally = emotional intelligence
2. Understand their needs and their personality style
3. Engage them with stories and case studies that will engage their right brain.




After more than 20 years in corporate sales, Stu Schlackman formed Competitive Excellence, an executive sales performance coaching firm. Leveraging his highly competitive nature, Schlackman's firm focuses on coaching and training sales teams to turn them into top performers.

Schlackman uses his experience to coach companies in how to oust the entrenched competition and overcome sales adversity. From getting in the door to closing the deal, Schlackman teaches everyone from novice sales person to veteran sales executive what it takes to compete and succeed in sales today. Schlackman is expert at identifying the buying preferences of individuals based on their personality style, and teaches others how to master this skill.

The author of Don't Just Stand There, Sell Something, Schlackman imparts wisdom, sales techniques, and practical advice for corporate executives, sales professionals, corporate trainers, and others who want to compete and win in business and in life.

Article Source: http://EzineArticles.com/?expert=Stu_Schlackman 


To change your options unsubscribe or subscribe to different newsletters go here