The Visual Economy of Sales – Don’t Get Left Behind

“A picture paints a thousand words” We all know it to be true. But, as we move into the Visual Economy of Sales, understanding this truth is vital for the salesperson to compete and earn business in the future.

Marketers have known this for years. Look at TV, billboards, posters, magazine ads, website banners. All visual. All ways to capture your attention to help you buy.

Cavemen knew it. The best way to tell a story is to put pictures on the wall.

Now, more than ever before, salespeople need to be learning, exploring, experimenting, and educating themselves on how to incorporate visual cues into their sales messages. Or, they will get left behind.

What is the Visual Economy of Sales?

The Visual Economy of Sales is a simple concept.

The sales pros who learn how to use visual economy will earn more of their prospects’ mindshare as well as their wallet share – which means more closed deals. Which means more money in their own bank account.

“Economy” has a delightful two-sided meaning that solidly backs up the idea.

First, “economy” can refer to using time and space well. If you tell your sales story in a picture, it means your buyer takes less time to consume the information, or –  economy of time. And, if 1 picture = 1,000 words (almost the length of this article), you have achieved economy of space, too.

Second, “economy” also refers to transactions in a marketplace. More transactions in your market leads to more dollars in your pocket.

Get the picture? (hee hee, See what I did there?)

How do I know this is true?

Look for yourself. Do your prospects respond to your emails more or less often?  “Less”, right?

(If your answer is “more”, don’t be lulled to sleep by your current success. The Visual Economy will soon apply to you, too.)

The brain science

OK. I did that to get your attention. I’m not a brain scientist, but everything I read says that:

  1. My prospect gets a rush of dopamine every time he deletes my email or voicemail
  2. My prospect gets a rush of good feelings when he fills in the blanks on a puzzle, sees an image that engages him, or is tickled pink by a positive image.

So, why are you spending your precious time writing brilliant email messages and leaving fabulous voice mails? Just to give your prospects the joy of deleting?

What a waste of your genius!

Why not find ways to communicate your message that is visually engaging, distracting, and irresistible?

The proof is all around us

Marketers tell us that people engage more frequently with infographics and checklists today than they do with white papers and eBooks.

Snapchat’s got the 25 – 35-year-olds rapt.

Instagram and Pinterest are still fast growing social channels.

YouTube is the most popular search engine.

People who use emojis when they text are more likely to have happy relationships.

It goes on and on.

What to do about it?

I don’t know!

But, we’re about to find out. It’s time to start researching and experimenting. Here are some thoughts:

  • What happens if you include a GIF of your product doing its thing in your next email message?
  • How about using a video service that turns your email into a personal 10 second video?
  • Can you express all the data you want to share with your clients in an infographic? (It costs about $5 to get one made from Fiverr or UpWork).
  • Can you share a bunch of logos of your current customers instead of a laundry list?
  • Can you create a checklist of the pain points your typical customer encounters and send that instead?
  • Send it on Facebook, send it on LinkedIn, send it on text, send it on Snapchat! (Soon, the people who control big budgets will be the same ones who are accustomed to engaging on these platforms).

Join the experiment!

Let’s discover how to get our prospects’ attention visually! Let’s make it personal, engaging, irresistible. Let’s get NOTICED!

I would love to hear the sales wins you are experiencing as you use visuals to outpace your competition. And, I’ll share mine, too.

And, don’t EVER forget to…

Love ‘em ALL UP!

The Irreverent Sales Girl

(By the way, the irony is not lost on me. This blog post is in writing and not pictures. Give me a break! We’re just getting started!)

The SellOut Show – Red Carpet Sales Film Awards

Where We Are Always Sold Out
Because Business Podcasts Don’t HAVE To Be Boring

Join Shawn and Dianna in this tribute to six of the best films for sales concepts. Hilarious and fun and full of surprises!

#Sales #selling #salespodcast #salestraining #salesvlog #salesblog #salesadvice #sales101 #salescomedy #salescoaching #saleskickoff #businesswomen #businessadvice #businessexperts #businesstraining #businesstips #theselloutshow #bootsontheground #phoneinhand #shawnkarolsandy #DiannaGeairn #irreverentsalesgirl #thesellingagency #funnywomen #stophopingstartselling #cubiclesellers
#customercurrency #salesfail
#SalesFilms

01 Pilot Sales Training – Even YOU Can Sell like Girl Scout Cookies!

Where We Are Always Sold Out
Because Business Podcasts Don’t HAVE To Be Boring

The SellOut Show Pilot – If My Child Tasted Like a (Girl Scout) Thin Mint…
Don’t miss the #GirlScoutCookieSecrets #MillenialMoments and the #DoOver #SalesCalls – with the HILARIOUS Shawn Karol Sandy and the IRREVERENT Dianna Geairn

Listen Here

Highlights:

Sales Training : Why your sales team is woefully unprepared to make that first call [1:15 to 5:00]

Plug your ears at this part about sales training [5:20]

What is Customer Currency #WhereDoYouEatLunch and why does it give you an edge? [7:29]

DON’T MISS THE FIRST EVER SellOut Show #MillennialMoment that turns into the FIRST EVER #MillenialMyth [11:04]

The Girl Scout Cookie Sales Breakthrough – YES! Even YOU could sell a GirlScout Cookie now! [12:56]

Social Selling as demonstrated by Girl Scout Cookies: [37:28]

#MoreSalesLessTime via @JillKonrath – Book Review – the Book you MUST be reading to be great in sales – AND HOW THE KINDLE SEPARATES US! [23:02]

THE GIFT To Cubicle Sellers from @TrishBertuzzi You NEED to have a conference room for your big sales conversations via @TrishBertuzzi [27:58]

Think the Call Blitz works? Are you making them Productive or Punishing Them? Watch This! [28:30]

SURPRISING REVEAL – (Dianna screams) Shawn’s favorite book @JebBlount @FanaticalProspecting #MakeOneMoreCall [30:30]

#WalkTheTalk: Listen to Dianna and Shawn deal with their own sales and business challenges: [33:46]

#Sales #selling #salespodcast #salestraining #salesvlog #salesblog #salesadvice #sales101 #salescomedy #salescoaching #saleskickoff #businesswomen #businessadvice #businessexperts #businesstraining #businesstips #theselloutshow #bootsontheground #phoneinhand #jrwoodchucks #shawnkarolsandy #DiannaGeairn #irreverentsalesgirl #thesellingagency #funnywomen #stophopingstartselling #trishbertuzzi #jillkonrath #cubiclesellers #customer currency #salesinsights

Negotiate the Sale – Hostage Style!

Join Shawn Karol Sandy and me in our conversation about how to negotiate the sale.

One of the fun moments is the book reveal – how to negotiate like your life depended on it.

This one is all about how to get the deal closed with the best possible outcomes – for you AND your customer! (What????) Yep. For you AND your customer.

It’s the raw and uncut version, so enjoy it like your favorite podcast or glass of wine.

Love the negotiations UP!

The Irreverent Sales Girl

Want to get the juicy stuff – that only my subscribers see? Sign up here!  http://bit.ly/IrreverentTuesday

Guess who’s our awesome SURPRISED Sales Expert Guest? (hint: @No1BestSeller)

Check out our most fun videocast where Shawn Karol Sandy of @SellingAgency and I cold call a BIG DEAL sales expert to see if he’ll come on our SellOut Show.

Besides the SURPRISE shenanigans, we touch on some cool sales themes. Like two things that top performing sellers NEVER DO!

What are you doing still reading this??? Jump on over and check it out for yourself! While you’re at it, why not subscribe to the channel so you don’t miss a single fun moment?

https://www.youtube.com/watch?v=n0qBQt4o9Lk

And, don’t forget to…

…Love ‘em ALL UP!

The Irreverent Sales Girl

JOIN THE BINGE-WATCHERS – on YouTube – bit.ly/SellOutShow

Where We Are Always Sold Out
Because Business Podcasts Don’t HAVE To Be Boring

SEE THE WHOLE SHOW ON YOUTUBE! bit.ly/SellOutShow

Want to get in on the Ground Floor with Dianna Geairn and Shawn Karol Sandy on the Podcast that Answers the Question: Do Sales Podcasts HAVE to Be Boring?

Rants About Sales Training
Girl Scout Cookies
And Book Reviews!

Some Red Carpet Fun for You – Best Sales Inspiration Films of All Time

I am SOOO excited to share the Red Carpet episode of my new (and hilarious) VideoCast with the amazing Shawn Karol Sandy.

Want 15 minutes of fun? Here are our picks for the Best Pictures for Sales Inspiration!

TWEET IT OUT!

Watch #RedCarpet episode w/ @SellOutShow – Hilarious & Fun #BestPicture #Sales #Inspiration youtu.be/CLBR1ERzUes?a

I’d love to hear from you? What is your favorite movie clip for inspiration?

Love it UP!

The Irreverent Sales Girl

P.S. – Be one of the very first to subscribe to our show! That would be GREEEAAAATTT! https://www.youtube.com/channel/UCxEzaDhO9LBCooaNUihUeIA

The Hardest Part of Writing My 2017 Plan

Today was the day I put pen to paper for my 2017 plan.

Perhaps you’ve just done something similar. I use (and LOVE) the Simple Success Plan. It puts everything for my business and my sales planning onto ONE PAGE. I can easily tweak and modify it throughout the year.

It keeps me grounded and on track.  

When I got to the part called “Vision”, I had to Iook at how I REALLY wanted my business to be. And also, of course, my “real life” (the two go hand-in-hand – GO FIGURE).

What I realized was…

It is HARD to write down exactly what I want because I “shouldn’t” want it that way.

…Like I’m not allowed to want it that way. Like – who am I kidding?

Some examples:

Money

I want money to flow into my business hand-over-fist – while I am only doing the things that I love to do and feel like I have all the time on my hands to do it.

“NOOOOOOO… “, my little voice screams out in my head. “YOU CAN’T DO THAT! If you make gobs of money, you have to work your a** off to do it! How dare you say such a thing. Besides money is a terrible thing to want, dontcha know?”

So, I don’t write it down. (Even though, it’s what I really want.)

Another bold, audacious vision:

Power

I feel great every day with unbridled energy – each new day is like a new experiment and I have plenty of “oomph” to get it all done!

My little voice leans back, arms crossed, looking at me sideways (I think it’s even tapping its toes) “Really? Ha! YOU? With your habits? Tell me another one!”

So, I don’t write it down. (Even though, it’s what I really want.)

Fame

And another one pops in.

I want hundreds-of-thousands of subscribers to my YouTube channel this year, with requests from Forbes, and Inc., and FastCompany, and Ellen DeGeneres to come spread my wisdom (and hilarity) about “Bringing A Dash of Dignity to The Art of Selling” – being on the stage with tens of thousands cheering and waiting to gobble up my next book or blog post or appearance on some cool TV show.

My little voice is having an apoplectic fit now. It is actually rolling around on the floor, holding its belly, laughing hysterically – tears streaming – saying “Please, my sides, you’re hurting me. I. Can’t. Take. It!”

So, I don’t write it down. (Even though, it sounds like a lot of fun.)

My final one.

The Sell Out

I want peace, and love, and happiness, and joy, and abundance, and the ability to stay present and surrender to challenges, and have the serenity to know what I can change and the wisdom to know the difference and [Insert Warmed-Over Porridge Here].

And, my evil little voice breathes an audible sigh of relief. Sits back and says “Yeah. That’s a good one!”

So I write it down.

And I leave, ready to go back to the life I settled for last year and the year before and the year before that.

…Unless, I don’t….and I get the eraser…And I write all that other stuff down ANYWAY!

Take THAT, little voice!

And that is my story about writing my 2017 Simple Success Plan. (Does it sound Irresistible now? You can try yours here: http://simplesuccessplans.com/lm/blueprint/?utm_source=site&utm_medium=home&utm_campaign=button-link)

Have fun and …

Love ‘em ALL up!

The Irreverent Sales Girl

To get the Totally Irreverent Tuesday newsletter (where I send the good stuff that I don’t share anywhere else), go here: bit.ly/IrreverentTuesday.

#TBT – WATCH YOUR LANGUAGE!

As we conclude the week of “Gatekeeper Relations/Ethics/Methods”, Thanks to Tom Tenseth @smgamesafari https://twitter.com/smgamesafari/status/780440816602845184 – I want to re-publish one of my very favorite articles – this is probably the third time I have re-published! I like it that much!

This one is from June of 2013. Enjoy!

I was giving a cold-calling training yesterday and my participant told me that her boss wants her to come up with two scripts….one for talking to a GATEKEEPER and the other for talking to the DECISION MAKER.

Oh, those words he is using! Gatekeeper? Decision Maker? Seriously?

Let’s talk about Star Wars for a second.

Remember those Storm Troopers – dressed from head to toe in armor and tinted face masks? (If you don’t – be sure to Google the image, you’ll see what I mean).

Know why they dressed them this way? What I’ve HEARD is so that the audience doesn’t HUMANIZE them. So, it was OK to kill them. No one would feel a shred of conscience about rooting for the Rebellion to take them all out! Dead!

 Now look.

What does this have to do with my revulsion to the words GATEKEEPER and DECISION MAKER? 

Yup! It takes the HUMAN out of the mix. So, NOW, when you are talking with one of these people, you sound like a GREAT BIG DORK, because the foul language you are using automatically puts you at cross purposes with the HUMAN on the other end of the phone.

Continue reading #TBT – WATCH YOUR LANGUAGE!

3 Things You MUST Know About the “Gatekeepers”

As many of you know, I despise using the word Gatekeeper when it comes to calling on the assistants of the people I am hoping to reach. Why use language that puts you at war from the start?

But, many of you have asked for more insights about how to deal with this role in your sales efforts, so I will share with you what I have learned and the approaches that have been successful for me.

Here are the top three things I think about when calling on executives who have assistants.

#1 Thing to Know about The Executive Assistant – They have an enormous amount of power!

They are in tune with the entire company and they wield an incredible amount of power. When it comes to knowing what their boss does and doesn’t care about, they are the expert. When it comes to navigating the company, there is no one better. Often, a request from the executive assistant is taken as if the executive made the request themselves!

Continue reading 3 Things You MUST Know About the “Gatekeepers”

Bringing a Dash of Dignity to the Art of Selling