Real New Logo
Skip A Step Ahead
with Skip Miller
 
November, 2010Vol 4, Issue 11

 

 Negative Ad

  Mud-Slinging, Negative Ads, Fear, Anger...

All "Away" messages  

   Do they work?  Of course they do.  Politicians have been running their campaigns the same way since the dawn of our Republic.  

 "I have to confess, I like a negative campaign, and although we the peeps claim otherwise, I think many people agree. A negative ad gets your attention. "He did what?!" The charges and counter-charges open windows of exploration. It always reminds me that I have to do more research."

 

Bob Englehart - Hartford Courant

Editorial Cartoonist 

 

   They use these ads because they work; they get people's attention.  "Away" messaging will get through to your prospects... so why do you use "towards" messaging. 

 

"We have a new product..."

"You need additional..."

"We just added..."

 

   Makes you the seller feel great, because you are announcing what you have.  Trouble is just that, it makes you feel good but prospects and potential buyers ignore it.  Right now, your prospect has a problem they want to solve.  They do not want a vitamin...they want an aspirin to get rid of the pain (away).

 

"You have to see what's missing..."

"You can't live without..."

"No more crashes and .."

 

   It really doesn't matter what the content is about, as long as it is written in "away" format.  Want to get through to your decision makers in the 4th quarter?

 

"How you can avoid paying more in 2011..."

"What you can do so next year doesn't..."

"How you can act right now and avoid any risk..."

 

   Use motivational direction messaging...towards and away...that works and gets your prospect's attention.

 

   Have a great 4th quarter.  Keep you head down, call high as soon as you can, and do not ask for the order...such a push.  Request a decision without delay.  Prospects want to make decisions, not send you an order. 

 

skip

 

In This Issue
Is Social Media a Fad?

 

Ali - Liston

 

Ali or Liston?
How did your 2010 finish up?  

Did you sting like a bee?  
Or wind up on the mat?  

Be the Greatest! 

M3 - Advanced Sales School
February 7-9, 2011
Santa Cruz, CA
 

Sign up Now! 

 

Click here to register or for more information!

 

"The fight is won or lost far away from witnesses - behind the lines, in the gym, and out there on the road, long before I dance under those lights." 
Muhammad Ali
 

Managers - Free White Paper! 

 

"Using Money as a Motivator"

In my recent book, "More ProActive Sales Management", I interviewed sales leaders like yourself to discover many of the myths and mistakes made among the sales management ranks. 

One of the biggest is using money as the end motivator instead of as the means to an end.   

Don't want to make the same mistake? 

Download this informational chapter from the book for free....

Is Social Media a Fad?  

Or the biggest shift since the Industrial Revolution?  

  

 

If you're waiting for this Social Networking fad to end, you may want to rethink your position, my friend.  This fascinating video will give you some incredible facts to chew on and help you realize why it's so important to hop on board the train!    

   

Help us practice what we preach.  Join our Social Network! 

  

   For Skip Miller:                                                          For Tom Latourette: 

 

   View my profile on LinkedIn                                                           View my profile on LinkedIn   

It's now or never...to get the 4th quarter where it needs to be and start the Q1 right.  Now should be the time to set appointments for January/February to see your prospects as early as you can.  Set those 2011 meetings now, so you have 12 months of selling time in 2011!
    
 

Disqualify as quickly as you can - I-Dates - and have a great 4th quarter.
 

Have a great November!   

Skip and team