Program on Persuasion

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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Increase Sales Performance by Learning What Your Prospects DON’T Want Program on Persuasion’s Predictive Sales Funnel teaches how to increase sales performance by narrowing value proposition examples to prospects’ challenges.

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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The #1 Biggest Reason Why You Can’t Achieve Your SMART Objectives 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.

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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4 Simple Methods to Validate a Potential Client's Value Proposition This post details how to write a business proposal that utilizes the 4 best methods to validate your value proposition to your potential client.

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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2 Best Steps to Success in Your Smart Goal Setting Template This post illustrates the steps to success as Program on Persuasion’s smart goal setting template suggests.

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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4 Parts of Goal Setting Theory that You Don’t Know 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.

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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3 Best Qualities of the Unique Value Proposition 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.