banner1

Thoughts of many @ Marketsof1

View articles

Learning Face-to-Face sales from popular TV advertisements

October 30, 2018

  • 17 Likes
  • 13 Comments
  • 1 Share

15 Secrets of sales professionals who show you the money....

October 30, 2018

  • 17 Likes
  • 13 Comments
  • 1 Share

Analytical Customer Experience - A Framework

October 30, 2018

  • 17 Likes
  • 13 Comments
  • 1 Share

Learning Face-to-Face sales from popular TV advertisements

Can we? Of course! An advertisement does exactly what a sales person is expected to do. In fact, some of the best advertisements use time tested sales steps that work at the psychological level to unfailingly convince a buyer. Let’s visualize, for e.g., the popular TV ad of Colgate toothpaste:

A young mother looks dotingly at her playful child eating away chocolates. And she exclaims to her husband, “I am worried about cavities”. The scene cuts to a doctor who says “Such food can cause cavities. That is why you need Colgate. Its Calci-lock protector ensures strong teeth and no cavities.” Then the scene closes with the mother smothering her child with even more affection. All in just 30 seconds! Colgate toothpaste owns 58% market share.

Let us now deconstruct and also draw parallels for a successful F2F sale:

15 Secrets of sales professionals who show you the money....

For long I have been closely observing sales guys who perform and those who don’t. And in sales reviews galore. I bet you would have heard the following from both the good sales guys and the bad ones:

So the question that I asked myself was: “If sales teams have near similar views about customers, products, pricing, marketing, etc. then what is the REAL difference between successful sales guys and the unsuccessful ones?”

Analytical Customer Experience - A Framework

I was recently invited to speak at the CXM Conference in Mumbai on the theme "Creating World - Class Customer Experience For Your Digitally Inspired And Demanding Customers". My session was backed up with research and other support by Xerago and IBM. And my theme is what you see in the header. I have been receiving requests from the attendees to transcribe the talk. At least, I can provide a gist.

Most understand the importance of customer experience. They know without it no business is done. However, there is little idea on how to create programs that improves it systematically. My talk today is to provide a framework thereto.

All Rights Reserved 2019