What Should I Call My New Selling Program?

120 replies
Guys;

I'm in the process of putting together my last information product. It's everything I know about selling. It will be about 20 hours of DVDs (or download.

My question is..what should I call it?

My first choice was High Probability Selling...it gives a benefit, and accurately describes the course. But there is a book out by that title, and a company behind it.

Six Figure Selling sounds OK to me, but it isn't my first choice.

Selling; From Contact To Contract is an idea, but it doesn't give an implied benefit. not great branding.

Any ideas?
#call #program #selling
  • Profile picture of the author DABK
    High Probability SellingĀ²?


    Originally Posted by Claude Whitacre View Post

    Guys;

    I'm in the process of putting together my last information product. It's everything I know about selling. It will be about 20 hours of DVDs (or download.

    My question is..what should I call it?

    My first choice was High Probability Selling...it gives a benefit, and accurately describes the course. But there is a book out by that title, and a company behind it.

    Six Figure Selling sounds OK to me, but it isn't my first choice.

    Selling; From Contact To Contract is an idea, but it doesn't give an implied benefit. not great branding.

    Any ideas?
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  • Profile picture of the author Frank Donovan
    How about: YES! The Last Word in Selling. - Alludes to the benefit as well as the authority and comprehensiveness of the course

    Or for something more immediately marketable, you could dust off your cape and go with: Superhero Selling

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    • Profile picture of the author Claude Whitacre
      Originally Posted by Frank Donovan View Post

      How about: YES! The Last Word in Selling. - Alludes to the benefit as well as the authority and comprehensiveness of the course

      Or for something more immediately marketable, you could dust off your cape and go with: Superhero Selling

      The Yes! The Last Word In Selling is clever. I appreciate it. Honestly, I don't know exactly what I'm going for, but I know I'll know it when I see it.

      Initially I thought of just completing the section on referrals and calling it By Referral Only...and then finishing the rest of it as I sold.

      But one part (no matter which one) of the system won't produce the results I want, unless the whole system is used. It's all very interconnected.
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  • Hellor Claude,

    Originally Posted by Claude Whitacre View Post

    Guys;

    I'm in the process of putting together my last information product. It's everything I know about selling. It will be about 20 hours of DVDs or downloads.

    My question is... What should I call it?
    • The Longest Short Sale
    • Encyclopedia of Sales
    • Secret Sales Techniques Revealed!
    • The Last Word in Sales
    • Sold! A Journey To Sales Success
    • Fast Track to Sales Domination
    • Sales! What The Pros Don't Want You To Know!
    • Sales! What The Pros Won't Tell You!
    • Salesmanship in Ink (yeah...you know who I'm referring to)
    • Blackjack Sales
    • Winning in Sales
    • Sell me this...!
    Just a few off the top of my noggin

    Chinchilla
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    Online Writing Portfolio
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  • Profile picture of the author StevenTylerPjs
    I really like the title of your book - The Unfair Advantage.

    Or something along the lines of prospects buying from you. Either in your posts, your books, or both, you've mentioned how it's important to frame the sale as someone buying from you. "You're a good salesman", means they're trying to distance themselves from the sale. And then they end up not buying.

    You didn't sell to them, they bought from you.
    I'm just not sure how you would title it.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by StevenTylerPjs View Post

      I really like the title of your book - The Unfair Advantage.

      Or something along the lines of prospects buying from you. Either in your posts, your books, or both, you've mentioned how it's important to frame the sale as someone buying from you. "You're a good salesman", means they're trying to distance themselves from the sale. And then they end up not buying.

      You didn't sell to them, they bought from you.
      I'm just not sure how you would title it.
      I like The Unfair Advantage as well. The problem is...there is a book.....titled Unfair Advantage Selling. The title of my first course, years ago, was Unfair Advantage Selling The author threatened to sue me, because Unfair Advantage Selling is a trademarked brand. I changed it to Unfair Advantage Marketing, but it wasn't as accurate.
      By the way, nice to know that you're reading my stuff.
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      • Hellor Claude,
        Originally Posted by Claude Whitacre View Post

        I like The Unfair Advantage as well. The problem is...there is a book.....titled Unfair Advantage Selling. The title of my first course, years ago, was Unfair Advantage Selling The author threatened to sue me, because Unfair Advantage Selling is a trademarked brand. I changed it to Unfair Advantage Marketing, but it wasn't as accurate.
        By the way, nice to know that you're reading my stuff.
        So, why not call it

        The Unfair Sales & Selling Advantage

        Chinchilla
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        Online Writing Portfolio
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        • Profile picture of the author Claude Whitacre
          Originally Posted by ThePromotionalGuy View Post

          Hellor Claude,

          So, why not call it

          The Unfair Sales & Selling Advantage

          Chinchilla
          Marketing is part f it was well. Maybe The Unfair Marketing And Selling Advantage.
          Good stuff, thanks.
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          • Profile picture of the author savidge4
            Originally Posted by Claude Whitacre View Post

            Marketing is part f it was well. Maybe The Unfair Marketing And Selling Advantage.
            Good stuff, thanks.
            I might ad the word System to the end "The Unfair Marketing And Selling Advantage System" With a by line of something like "A Life Time of Marketing and Sales, Reduced to what Consistently Works - and How to Implement it."

            The Unfair Marketing And Selling Advantage System

            A Life Time of Marketing and Sales, Reduced to what Consistently Works - and How to Implement it.
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            • Profile picture of the author Claude Whitacre
              Originally Posted by savidge4 View Post

              I might ad the word System to the end "The Unfair Marketing And Selling Advantage System" With a by line of something like "A Life Time of Marketing and Sales, Reduced to what Consistently Works - and How to Implement it."

              The Unfair Marketing And Selling Advantage System

              A Life Time of Marketing and Sales, Reduced to what Consistently Works - and How to Implement it.
              Smart. I'll remember that.
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            • Profile picture of the author Jeffery
              Originally Posted by savidge4 View Post

              I might ad the word System to the end "The Unfair Marketing And Selling Advantage System" With a by line of something like "A Life Time of Marketing and Sales, Reduced to what Consistently Works - and How to Implement it."

              The Unfair Marketing And Selling Advantage System

              A Life Time of Marketing and Sales, Reduced to what Consistently Works - and How to Implement it.
              I like it, but "reduced" is a negative word with negative connotations. Maybe "accelerated" ?


              I think the word "system" implies something like a systematic approach to selling and systems normally have to be followed. Systems that work today may not work tomorrow, "Oh no not another system."
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      • Profile picture of the author StevenTylerPjs
        You've got 5 star ratings all over Amazon.

        And I want in as an affiliate if you pursue that route as well.
        I'd love to see the landing page you'd write.
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  • Profile picture of the author tryinhere
    How to become a Master Salesperson.

    By Claude Whitacre

    Learn The Secrets, I would tell my younger self after 40 plus years of experience of selling and how you can get there faster with a proven da da da

    ------------------

    the words are buggered and can be improved but just an outline for an idea
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    .

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  • Profile picture of the author Hycinth Mukemfor
    hello,
    you could name it
    Amazing SalesZone
    HorizonSales Target
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  • Profile picture of the author koke77
    I like "Unfair Advantage Selling", it is intriguing without overdoing it.

    Personally I would avoid overly pompous titles...

    "Fast Track to Sales" is also a good option.
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  • Profile picture of the author misterme
    Originally Posted by Claude Whitacre View Post

    Guys;
    It's everything I know about selling... what should I call it?
    How about "The Everything I Know About Selling Book of Sales"?

    Here are some other ideas:

    (all the other sales books are nice but) This is Absolutely the Best Book Ever on How to Sell

    I've Made $50,000,000.00 in Sales And With My Sales Tactics You Can Too

    How To Sell Like Me - Lower Sales Resistance, Make Them Want to Buy, Get Sales Faster and Earn More Money

    The Complete Book of Everything You'll Ever Need to Know About Sales

    Make Them Want to Buy

    The Complete Book of Sales Success

    Salesdays With Claude

    If I Told You This Book Can Turn You Into A Sales Genius, Would You Pick Up A Copy?

    I Will Make You a Sales Genius

    I Promise This Is Absolutely My Last Book of Complete Sales Methods & Tactics
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    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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    • Profile picture of the author Claude Whitacre
      Originally Posted by misterme View Post

      How about "The Everything I Know About Selling Book of Sales"?

      Here are some other ideas:

      (all the other sales books are nice but) This is Absolutely the Best Book Ever on How to Sell

      I've Made $50,000,000.00 in Sales And With My Sales Tactics You Can Too

      How To Sell Like Me - Lower Sales Resistance, Make Them Want to Buy, Get Sales Faster and Earn More Money

      The Complete Book of Everything You'll Ever Need to Know About Sales

      Make Them Want to Buy

      The Complete Book of Sales Success

      Salesdays With Claude

      If I Told You This Book Can Turn You Into A Sales Genius, Would You Pick Up A Copy?

      I Will Make You a Sales Genius

      I Promise This Is Absolutely My Last Book of Complete Sales Methods & Tactics
      It's an extensive course rather than a book. Although these are nearly all great book titles I might swipe.

      Based on your examples..
      Sales Genius
      Make Them Buy
      Everything You'll Ever Need To Know About Selling.

      What I may do is create the Webinar (A live speech would be much better) and post it here so the content would suggest a product title.

      Last night I talked to by dear friend, and highly successful marketer Ali Thompson... I asked her and she had some advice that is at your level.

      She said "Create the pitch, give it to a group, and then ask them to tell you what they just saw, in a few words. The best title will just jump out at you". I think she might be right.

      The problem with some of these ideas is that the URL with that title is already taken, or another course or book already has that title.

      In the middle of the night, I got up and wrote down Highly Predictable Selling and High Confidence Selling.

      Not as perfectly descriptive as High Probability Selling Or Unfair Advantage Selling...but at least they are available (I think).

      i really appreciate the help guys.
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  • Profile picture of the author GordonJ
    I don't want to know how to sell, but I do like when the sale is accomplished.

    All the books and titles are about selling, a process, when maybe, most would want to get to the end of the process, THE SALE ACCOMPLISHED, How to go from first contact to collecting the dough in 7 easy steps.

    Not sure how to say or imply that, but isn't that what your course will help people do? Just a different angle.

    GordonJ
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    • Profile picture of the author Claude Whitacre
      Originally Posted by GordonJ View Post

      I don't want to know how to sell, but I do like when the sale is accomplished.

      All the books and titles are about selling, a process, when maybe, most would want to get to the end of the process, THE SALE ACCOMPLISHED, How to go from first contact to collecting the dough in 7 easy steps.

      Not sure how to say or imply that, but isn't that what your course will help people do? Just a different angle.

      GordonJ
      Good title. And a wickedly smart reason for it.
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  • Profile picture of the author DWolfe
    Sold The dynamic marketing & selling system.
    by Claude Whitarce Turn those no's into Yes increase sales and income

    Could see a Gavel banged, with a guy saying sold at the beginning of the DVD.
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  • Profile picture of the author Kay King
    If you can't use 'unfair advantage' -



    how about 'inside advantage' - or 'insider advantage .


    Insider Advantage to Increased Sales


    Some good options in the thread....
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Kay King View Post

      If you can't use 'unfair advantage' -



      how about 'inside advantage' - or 'insider advantage .


      Insider Advantage to Increased Sales


      Some good options in the thread....
      Insider Advantage Selling. Now, that's a title to a course. It creates an image, implies a benefit.

      Guys. The course title should only be a few words. The great titles I've been seeing here would make great subtitles or even be used in the copy. Good stuff.
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  • Profile picture of the author Mark Singletary
    A lot of people think that good salespeople are born that way. But we know that it is a skill that can be learned.

    I've been thinking through this concept because of your question but I'm still not clear about how to make it happen.

    But it's something like this (this is just a rough first draft concept):

    Born to Sell! If you were born to sell, you are good at what you do. But with this new system of xx years of experience, you'll take your inborn skills to the next level.

    Born to Sell? Not everyone is a natural-born salesperson. However, with this new system and my xx years of frontline experience I can turn even the biggest introvert, sales hater into a dynamic, money making machine.

    If you were to use this concept, though, you'd have to find a way to combine them to reach both crowds. Born to Sell?!

    Mark
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  • Profile picture of the author dburk
    Hi Claude,

    I believe shorter names are more memorable, as this is a book/course title, it should make a bold statement.

    Here's my suggestion:

    Sales Supremacy

    Makes a bold statement and implies a promise of a winning strategy.

    HTH,

    Don Burk
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  • Profile picture of the author Jeffery
    Originally Posted by Kay King View Post

    If you can't use 'unfair advantage' -

    how about 'inside advantage' - or 'insider advantage .

    Insider Advantage to Increased Sales

    Some good options in the thread....
    Originally Posted by Claude Whitacre View Post

    Insider Advantage Selling. Now, that's a title to a course. It creates an image, implies a benefit.

    Guys. The course title should only be a few words. The great titles I've been seeing here would make great subtitles or even be used in the copy. Good stuff.
    Originally Posted by dburk View Post

    Hi Claude,

    I believe shorter names are more memorable, as this is a book/course title, it should make a bold statement.

    Here's my suggestion:

    Sales Supremacy

    Makes a bold statement and implies a promise of a winning strategy.

    HTH,

    Don Burk

    Insider Advantage Supremacy (IAS) Needs a word starting with the letter "b"

    Subtitles or copy or membership or following:

    Become BIAS now and increase your sales today.
    Become a proud BIAS Member or forever hold your peace.
    Do it with BIAS and increase your sales today.
    Become a proud BIAS Member or forever hold your peace.

    At the seminars.. "Please welcome Mr. BIAS and increase your sales with BIAS today."
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  • Profile picture of the author Kurt
    Sucking Sales

    Short and alliterative makes it easy to remember/brand

    Ties in with your sales experiences and further reinforces branding along these lines.

    Stands out from other related titles

    I did a quick google and didn't find anything with that specific title...could be one though.

    Can use a wide variety of unique and interesting artwork for marketing, book covers, ads, etc. to further stand out from the crowd.

    States a direct benefit

    Cons:
    Could be confused with "Suck at Sales".
    Has a certain adult context - any controversy may/may not be good.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Kurt View Post

      Sucking Sales

      Short and alliterative makes it easy to remember/brand

      Ties in with your sales experiences and further reinforces branding along these lines.

      Stands out from other related titles

      I did a quick google and didn't find anything with that specific title...could be one though.

      Can use a wide variety of unique and interesting artwork for marketing, book covers, ads, etc. to further stand out from the crowd.

      States a direct benefit

      Cons:
      Could be confused with "Suck at Sales".
      Has a certain adult context - any controversy may/may not be good.
      At first I thought you were joking, but I get it. I want to stay away from the idea that I sell vacuum cleaners.

      This is true. I asked my wife for an idea...and she said, with a completely straight face..."How about Fat Chance Selling?". Ha!

      For years, I toyed with the idea of our store sign saying "Service With A Smirk". ...but I'm glad my wife talked me out of it.
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  • Profile picture of the author Claude Whitacre
    Well, I think I have it.

    I appreciate all the ideas. A few were so good it was tempting to go with them...but I think I have what the system should be called...

    It's a toss up between Genius Selling (it would be The Genius Selling System)

    and Insider Advantage Selling (The Insider Advantage Selling System). I already bought both URLs.

    But the better news is that you guys gave me some spectacular ad copy and sub titles. For example;

    "A Life Time of Marketing and Sales, Revealing What Consistently Works - and How to Implement it.". That's strong stuff, and a great subtitle for the course.

    A member here (if she wants to say who she is, be my guest) was kind enough to PM a suggestion that is perfect.

    "My Steps to Success
    Your Pathway to Prosperity". I know I'm going to use this. It's brilliant.

    But Genius Selling fits, I think...and Insider Advantage Selling is very descriptive of what I teach...and it has two words that imply benefits.

    Which of these two do you like better, and why?

    By the way. Thank you all so much. It was a tough choice to narrow it down.
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    • Profile picture of the author Kurt
      Originally Posted by Claude Whitacre View Post

      Well, I think I have it.

      I appreciate all the ideas. A few were so good it was tempting to go with them...but I think I have what the system should be called...

      It's a toss up between Genius Selling (it would be The Genius Selling System)

      and Insider Advantage Selling (The Insider Advantage Selling System). I already bought both URLs.

      But the better news is that you guys gave me some spectacular ad copy and sub titles. For example;

      "A Life Time of Marketing and Sales, Revealing What Consistently Works - and How to Implement it.". That's strong stuff, and a great subtitle for the course.

      A member here (if she wants to say who she is, be my guest) was kind enough to PM a suggestion that is perfect.

      "My Steps to Success
      Your Pathway to Prosperity". I know I'm going to use this. It's brilliant.

      But Genius Selling fits, I think...and Insider Advantage Selling is very descriptive of what I teach...and it has two words that imply benefits.

      Which of these two do you like better, and why?

      By the way. Thank you all so much. It was a tough choice to narrow it down.
      You may as well go all the way and use "Stable Genius Selling".
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    • Profile picture of the author savidge4
      Originally Posted by Claude Whitacre View Post

      I already bought both URLs.
      Not a fan of this strategy. I would suggest using your <fullname.com> URL and use your previous writing efforts as proof of knowledge, AND increasing sales across the board, because each is a piece of the whole that is "The Insider Advantage Selling System" IE low point of entry options.. to see if there is value in YOU as an author.

      The truth with SEO in particular, there is really no difference between <insideradvantageselling.com> and <yourname.com/insideradvantageselling> This becomes a matter of branding YOU the author and speaker vs just selling a "system"

      As you migrate towards no longer selling suckers.. BRAND I believe becomes all that more important. Because you sell your "Product" on Amazon, you need to be pre-selling on your site... much like affiliate marketing, and allow the Amazon text to close the deal.
      There are actually options where you could centralize your selling efforts on a woocommerce site, and make Amazon just a payment gateway with the benefits of distribution. ( next level affiliate marketing stuff LOL )

      This is try #11 to post my opinion on this btw.. LOL I think this one is a keeper
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      • Profile picture of the author Claude Whitacre
        Originally Posted by savidge4 View Post

        Not a fan of this strategy. I would suggest using your <fullname.com> URL and use your previous writing efforts as proof of knowledge, AND increasing sales across the board, because each is a piece of the whole that is "The Insider Advantage Selling System" IE low point of entry options.. to see if there is value in YOU as an author.

        The truth with SEO in particular, there is really no difference between <insideradvantageselling.com> and <yourname.com/insideradvantageselling> This becomes a matter of branding YOU the author and speaker vs just selling a "system"

        As you migrate towards no longer selling suckers.. BRAND I believe becomes all that more important. Because you sell your "Product" on Amazon, you need to be pre-selling on your site... much like affiliate marketing, and allow the Amazon text to close the deal.
        There are actually options where you could centralize your selling efforts on a woocommerce site, and make Amazon just a payment gateway with the benefits of distribution. ( next level affiliate marketing stuff LOL )

        This is try #11 to post my opinion on this btw.. LOL I think this one is a keeper
        Actually I get this. I bought the URLS as a way to keep someone else from buying them, thus making it messier when I sell the product. I was going to use my name on all the products (as the only real key word). I have a site with my name. I'll have to amend it to reflect my new project. The website with the product name would simply be the URL of my membership site hosting the videos.

        My system won't be sold on Amazon. The books I have on Amazon will be restructured to create leads for the system sale. My speaking (and podcasts/videos/webinars) will increase my book sales, I suppose...but that's going to be a minor effect. And my books will bring in a few prospects, but they aren't my main marketing effort. In fact, I may drop a few of my books, and just have one or two (the ones on selling), because they are helpful to books speaking gigs and interviews. You are right, they act well as Proofs of knowledge.

        I was unaware that there was such a thing as a woocomerce site. Thanks for the heads up.

        Your post is giving me a lot to think about. It's a little outside my area of understanding. Would the woocommerce site need to have Amazon process orders? The problem is that I must have the customer's contact information for further marketing. In fact, I wish I could get the customer information on Amazon book sales. These are excellent prospects for further sales. I haven't thought far enough ahead yet as to whether I'll just use my name website for everything (including a membership site), or use a couple of different sites.

        Originally Posted by Jeffery View Post

        Personally, I would choose insideradvantageselling.com because it has never been registered before, so there is no negative history tied to it.



        insideradvantageselling.com
        Domain Status: Never Registered Before


        This domain name has a history.

        geniusselling.com
        Domain Status: Deleted And Available Again
        IP History: 9 changes on 9 unique IP addresses over 10 years
        Registrar History: 3 registrars with 2 drops
        Hosting History: 12 changes on 7 unique name servers over 12 years
        geniusselling.com Indexed Pages: 0
        Jeffrey; Thank you for looking that up, and posting the results. Forgive my ignorance, but how does this history affect me? Could you tell me what you are thinking?
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        • Profile picture of the author Jeffery
          Originally Posted by Claude Whitacre View Post

          Jeffrey; Thank you for looking that up, and posting the results. Forgive my ignorance, but how does this history affect me? Could you tell me what you are thinking?
          Your welcome.

          insideradvantageselling.com is good to go because it has never been registered before.

          geniusselling.com
          Domain Status: Deleted And Available Again
          Means the domain was previously registered and may have been hosted.

          IP History: 9 changes on 9 unique IP addresses over 10 years
          Means the domain's IP address was unique (dedicated) and changed 9 times over 10 years.
          Usually indicates the domain was used to redirect to a different domain.

          Registrar History: 3 registrars with 2 drops
          Means the domain changed registrars, volunteered or forced, no way to tell and the domain was dropped 2 times meaning the domain was not renewed on time and probably expired. May have been registered anew by a different owner.

          Hosting History: 12 changes on 7 unique name servers over 12 years
          Means the domain was hosted 12 times on unique name servers over 12 years. A domains with that much activity is usually used by link farms for redirecting. Google did not catch much of that in their early years.

          geniusselling.com Indexed Pages: 0
          Means one of primarily two things. The domain never had a website thus nothing to index (or) the domain did have a website at some time with little to no content and was not indexed for that reason. Worst case scenario it was penalized by Google and removed from the SERP.

          History: View WayBack Machine
          Saved 7 times between June 8, 2013 and October 6, 2016.

          > New: The domain is not blacklisted.

          I am thinking that the domain, insideradvantageselling.com is sparkly clean, you know what I mean.

          I am thinking that the domain, geniusselling.com is an abused domain and usually the boogie-man (Google) will haunt the domain unfavorably. Now I know you know what I mean, lol.


          All in all, geniusselling.com is risky, but Google is supposed to clear its SERPs when a domain is dropped and registered anew, but that doesn't always happen, thus the risk. Sucuri did not reveal anything malicious about it, so that is great.
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  • Profile picture of the author Jeffery
    Personally, I would choose insideradvantageselling.com because it has never been registered before, so there is no negative history tied to it.



    insideradvantageselling.com
    Domain Status: Never Registered Before


    This domain name has a history.

    geniusselling.com
    Domain Status: Deleted And Available Again
    IP History: 9 changes on 9 unique IP addresses over 10 years
    Registrar History: 3 registrars with 2 drops
    Hosting History: 12 changes on 7 unique name servers over 12 years
    geniusselling.com Indexed Pages: 0
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  • Profile picture of the author Claude Whitacre
    Insider Advantage Selling it is. That will be the name of the course....maybe not the URL.

    I'll probably use the ClaudeWhitacre.com site for this, and just re-purpose the content there.

    OK, Now we have two subtitles...or bylines. These can be used for books or on the course itself. To me, both are brilliant.

    "A Life Time of Marketing and Sales, Revealing What Consistently Works - and How to Implement it.".

    "My Steps to Success. Your Pathway to Prosperity".

    Does one jump out more than the other?

    I appreciate this help more than you know. I wouldn't have come up with these on my own.
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  • Profile picture of the author Jeffery
    Personally I like
    Insider Selling Advantage
    instead of
    Insider Advantage Selling
    for two reasons.

    1. The words Insider Selling are commonly, if not expertly, used across the stock exchanges and it has connotations of taking advantage of secret knowledge that other people do not have.

    Shh, I heard from a little bird..
    Shh, not many people know about this, but..

    2. If you were to use it as a domain name it is easy to remember and the domain is free.
    No history at Internet Archive Wayback Machine
    https://web.archive.org/web/*/inside...gadvantage.com
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Jeffery View Post

      Personally I like
      Insider Selling Advantage
      instead of
      Insider Advantage Selling
      for two reasons.

      1. The words Insider Selling are commonly, if not expertly, used across the stock exchanges and it has connotations of taking advantage of secret knowledge that other people do not have.
      First of all...damn you for making this more complicated. Although it has nothing to do with the stock market....your description pretty accurately describes what they are getting.

      So.....what do the rest of you think?

      Insider Selling Advantage
      or
      Insider Advantage Selling?
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      • Profile picture of the author misterme
        Originally Posted by Claude Whitacre View Post

        So.....what do the rest of you think?

        Insider Selling Advantage
        or
        Insider Advantage Selling?
        The first sounds like a book about illegal stock market activity and the second sounds like hacks to do if you own company stock, frankly.
        Signature
        "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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      • Profile picture of the author tryinhere
        Originally Posted by Claude Whitacre View Post

        So.....what do the rest of you think?

        Insider Selling Advantage
        or
        Insider Advantage Selling?
        The irony, we have the worlds best selling system, year and years worth of knowledge, and we just do not know how sell it yet ?
        Signature

        .

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        • Profile picture of the author Claude Whitacre
          Originally Posted by tryinhere View Post

          The irony, we have the worlds best selling system, year and years worth of knowledge, and we just do not know how sell it yet ?
          Not at all. I know exactly how to sell it. I know exactly what it will involve, who I will sell it to, how I will present it in a pitch, I already have over 90% of the pitch written. And most of the course is written out already. A week in front of a camera, and it will be done.

          My question was...what should I name the course? It's a minor factor in all this, but I know I'm looking at it from the inside, so my vision is skewed. It's also a question I can ask here.

          But how to sell it? Absolutely know that.

          Originally Posted by ewenmack View Post

          Who are you selling to, Claude?

          What level of awareness and understanding do they have in the sales process?

          What are their pre-existing biases towards the subject?

          I've got more questions but that will
          get you thinking in the right direction.

          Best,
          Ewen
          These will all be experienced salespeople. No training new people. They will have to have at least 6 months of current sales experience. They will be in industries where they are selling $1,000-$25,000 offers. Home improvements (windows, roofing, landscaping), high end furniture, mattresses, life insurance, funeral homes, high end in home sales to seniors (walk in tubs, chair lifts, etc), water purification systems, Advertising to small business owners, online marketing services sold in person, credit card services....that sort of thing.

          I'll find these people by speaking at their company events and industry trade shows (as I've done quite a bit already), I'll advertise in the industry newsletters and magazines (online and offline). And I'll find the sources of leads that are currently subscribing to any sales training. I'll also use Youtube videos and interviews with other sales gurus (I know plenty of them)...to cross promote.

          Almost universally, they think that management is not providing them good leads, the economy is killing them (no matter what the economy really is). They think "Buyers are liars".....and believe that there is some secret that they do not know.

          This is a huge part of the industry in whole, and it's what I'll be appealing to in my copy, videos, and the webinar that sells my materials.

          Almost all have had company sales training, and are not aware of the levels of success they could have, if they just had higher level skills.

          An interesting aside;
          While I was determined to be the best vacuum cleaner salesman in the world (I'm not kidding), I started spending the day with top salespeople I met, watching them sell, and discussing the structure of their prospecting and sales processes. They spent a day with me, and I spent a day with them. 71 different industries, maybe 150 different reps (over maybe 8 years). Eventually, the law of diminishing returns set in. So I understand how reps think in different industries.

          I studied psychology, brain physiology, direct mail copywriting, display advertising, lead generation...maybe a dozen full blown referral programs......all to get better at this game. Dan Kennedy alone probably got $70,000 from me over the years in seminars, courses, and events...studying marketing...to make my sales better.

          And I have extensive experience in advertising to sell, selling life insurance, encyclopedias, local online marketing services, vacuum cleaners, and water purifiers. more than 40 years of daily experience and learning. I have had my own distributorship for years, hiring and babysitting reps. I've been hired by other distributors to train their troops.

          I know this (expansive) category, and I understand how these guys think in every level of expertise.

          The reason I'm sticking with the (at least) moderately experienced reps is.....What I teach is advanced enough that newbies will be lost, and they won't believe me. And....I want the testimonials from the experienced guys. The newbies will sneak by, but they aren't as fun...and they won't see the value as much. And part of the service will include weekly "ask me anything" sessions....and I want them to be at least reasonably informed.

          Introducing them to marketing, as a way to increase personal sales will be a revelation to them. Many of these subjects are in my current videos (I have a hundred or so on Youtube), so I know which subjects are the most in demand, and which to leave out.

          And....Marketers often are addicted to marketing courses and buy information products.

          Salespeople? Most have read one sales book, had their company sales training...and that's about it. If they have ten years experience...they are still doing the same thing they did 9 years ago. Almost all are used to working on commission, and they almost universally think they already know how to sell.

          By the way, Smart question, Ewen.....really smart.
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          • Profile picture of the author ewenmack
            Originally Posted by Claude Whitacre View Post

            Not at all. I know exactly how to sell it. I know exactly what it will involve, who I will sell it to, how I will present it in a pitch, I already have over 90% of the pitch written. And most of the course is written out already. A week in front of a camera, and it will be done.

            My question was...what should I name the course? It's a minor factor in all this, but I know I'm looking at it from the inside, so my vision is skewed. It's also a question I can ask here.

            But how to sell it? Absolutely know that.



            These will all be experienced salespeople. No training new people. They will have to have at least 6 months of current sales experience. They will be in industries where they are selling $1,000-$25,000 offers. Home improvements (windows, roofing, landscaping), high end furniture, mattresses, life insurance, funeral homes, high end in home sales to seniors (walk in tubs, chair lifts, etc), water purification systems, Advertising to small business owners, online marketing services sold in person, credit card services....that sort of thing.

            I'll find these people by speaking at their company events and industry trade shows (as I've done quite a bit already), I'll advertise in the industry newsletters and magazines (online and offline). And I'll find the sources of leads that are currently subscribing to any sales training. I'll also use Youtube videos and interviews with other sales gurus (I know plenty of them)...to cross promote.

            Almost universally, they think that management is not providing them good leads, the economy is killing them (no matter what the economy really is). They think "Buyers are liars".....and believe that there is some secret that they do not know.

            This is a huge part of the industry in whole, and it's what I'll be appealing to in my copy, videos, and the webinar that sells my materials.

            Almost all have had company sales training, and are not aware of the levels of success they could have, if they just had higher level skills.

            An interesting aside;
            While I was determined to be the best vacuum cleaner salesman in the world (I'm not kidding), I started spending the day with top salespeople I met, watching them sell, and discussing the structure of their prospecting and sales processes. They spent a day with me, and I spent a day with them. 71 different industries, maybe 150 different reps (over maybe 8 years). Eventually, the law of diminishing returns set in. So I understand how reps think in different industries.

            I studied psychology, brain physiology, direct mail copywriting, display advertising, lead generation...maybe a dozen full blown referral programs......all to get better at this game. Dan Kennedy alone probably got $70,000 from me over the years in seminars, courses, and events...studying marketing...to make my sales better.

            And I have extensive experience in advertising to sell, selling life insurance, encyclopedias, local online marketing services, vacuum cleaners, and water purifiers. more than 40 years of daily experience and learning. I have had my own distributorship for years, hiring and babysitting reps. I've been hired by other distributors to train their troops.

            I know this (expansive) category, and I understand how these guys think in every level of expertise.

            The reason I'm sticking with the (at least) moderately experienced reps is.....What I teach is advanced enough that newbies will be lost, and they won't believe me. And....I want the testimonials from the experienced guys. The newbies will sneak by, but they aren't as fun...and they won't see the value as much. And part of the service will include weekly "ask me anything" sessions....and I want them to be at least reasonably informed.

            Introducing them to marketing, as a way to increase personal sales will be a revelation to them. Many of these subjects are in my current videos (I have a hundred or so on Youtube), so I know which subjects are the most in demand, and which to leave out.

            And....Marketers often are addicted to marketing courses and buy information products.

            Salespeople? Most have read one sales book, had their company sales training...and that's about it. If they have ten years experience...they are still doing the same thing they did 9 years ago. Almost all are used to working on commission, and they almost universally think they already know how to sell.

            By the way, Smart question, Ewen.....really smart.
            Sounds like there are 2 groups,
            those that are the biz owners and those that are on commission for the biz owners.

            Am I right?

            .
            Which group are the biggest spenders and better to work with?

            BTW, these questions are leading to a title that resonates with this one group.

            Best,
            Ewen
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            • Profile picture of the author Claude Whitacre
              Originally Posted by ewenmack View Post

              Sounds like there are 2 groups,
              those that are the biz owners and those that are on commission for the biz owners.

              Am I right?

              .
              Which group are the biggest spenders and better to work with?

              BTW, these questions are leading to a title that resonates with this one group.

              Best,
              Ewen
              Yup. Small business owners and salespeople.

              Which group will buy more? Probably small business owners, with the exception of life insurance agents. They will buy their own training. The offer will appeal to salespeople...but it will appeal more to small business owners that sell something, like furniture store owners. My assumption is that the business owner would buy the training and use it for his own group.

              Again...really smart questions.

              The next question is..which group is easier to reach? The small business owners, with the exception of insurance agents. No car salespeople. And I'm not trying to attract real estate people. And NO MLM people. At least I'm not trying to attract them. But they sure as heck are easy to sell.
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          • Profile picture of the author tryinhere
            Originally Posted by Claude Whitacre View Post

            Not at all. I know exactly how to sell it. I know exactly what it will involve, who I will sell it to, how I will present it in a pitch, I already have over 90% of the pitch written. And most of the course is written out already. A week in front of a camera, and it will be done.

            My question was...what should I name the course? It's a minor factor in all this, but I know I'm looking at it from the inside, so my vision is skewed. It's also a question I can ask here.

            But how to sell it? Absolutely know that.
            Yes of course and just having some fun, but will you be selling the book or will people be buying it ?

            the title of that book will go a long way in determining the people buying it,

            In a book i am reading now and as an example

            there was a book titled Astra-logical love - put out in 1982 it only sold 2000 copies world wide. with a 5000 print run the remaining 3000 copies were sold at flea markets for pennies.

            the rights to the book were sold, the new owner did not change the book in any way, the only thing he done was changed the title . To

            How to satisfy a woman every time... and have her beg for more.

            with that one change he sold 2.3 million copies in 18 months = + NY Bestseller.

            So why we say we know how to sell, and all your doing is selecting a title, it is and may be the title itself that does most of the selling? just a thought is all
            Signature

            .

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            • Profile picture of the author Claude Whitacre
              Originally Posted by tryinhere View Post


              So why we say we know how to sell, and all your doing is selecting a title, it is and may be the title itself that does most of the selling? just a thought is all
              It's a smart thought, and it was a smart example.

              This isn't the title of a book, but rather the title of a system sold to groups.

              I think I'm going to go with The Insider Advantage Selling System.

              The reason? I'll be using the word "insider" in the talk that sells it.....selling the idea that the reps in the group are "Insiders". It will also help brand the monthly membership site.

              Insider and Advantage are words that describe benefits. And I can sell that idea to more diverse (in what they sell) audiences .

              You're right about book titles.

              Did you know that Think And Grow Rich was originally going to be titled Use Your Noodle, And Increase Your Boodle.?

              Do you know how I came up with my book titles? I made a list of possible titles, and sent the list to my mailing list. I gave the list of titles as though they were all different books, and asked which one they wanted for free...based on the titles alone.

              The most picked titles became the titles of my books.

              Added later; I went back and reread your post and mine. I misunderstood what you meant. And for that, I apologize.
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              • Profile picture of the author max5ty
                Originally Posted by Claude Whitacre View Post


                I think I'm going to go with The Insider Advantage Selling System.
                Other than...

                "How To Keep Selling When You're Old And Bald"

                40 years of dealing with old ladies, screaming babies, idiots and psychopaths.
                I'm telling you everything you need to know before I kick the bucket.

                I'd take your current title and change it to "Inside Sales Advantage".
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                • Profile picture of the author Claude Whitacre
                  Originally Posted by max5ty View Post

                  Other than...

                  "How To Keep Selling When You're Old And Bald"

                  40 years of dealing with old ladies, screaming babies, idiots and psychopaths.
                  I'm telling you everything you need to know before I kick the bucket.
                  .
                  You have no idea....drunk husbands, threatened suicide attempts (while I was there), dog bites, temper tantrums, and homes so filthy I almost threw up.....And that was just on Monday.


                  Originally Posted by max5ty View Post

                  I'd take your current title and change it to "Inside Sales Advantage".
                  I'm listening...why would you change it?
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                  • Profile picture of the author max5ty
                    Originally Posted by Claude Whitacre View Post

                    You have no idea....drunk husbands, threatened suicide attempts (while I was there), dog bites, temper tantrums, and homes so filthy I almost threw up.....And that was just on Monday.




                    I'm listening...why would you change it?
                    Thought the original was too much of a tongue twister and had a bad recall to most...i.e., it is such a tongue twister I don't think most would remember what the title was.

                    The one I suggested has a little more curiosity factor.

                    So I like headlines (titles) that have zing to them.

                    Before I'd go with the title I suggested, I'd actually use the one you just wrote...

                    "And That Was Just On Monday..."

                    ....drunk husbands, threatened suicide attempts (while I was there), dog bites, temper tantrums, and homes so filthy I almost threw up.....

                    I suck at coming up with things off the top of my head so I'd have to give it some thought how to weave all that into something that lets the reader know what the product is actually about.
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                • Profile picture of the author Claude Whitacre
                  Originally Posted by max5ty View Post


                  I'd take your current title and change it to "Inside Sales Advantage".
                  OK, here is why Inside isn't as good as Insider...
                  In the presentation, I call them "Insiders" a few times. It positions them as people in the know....separate from others in their business. An elite tribe.

                  "Inside" would be fine, except there are inside salespeople. And the word would confuse them as to what I'm teaching.

                  But...I may need to say this...I'm not looking for support for my ideas here. I value good ideas, whether the appeal to me personally or not.

                  Thanks guys.
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            • Profile picture of the author savidge4
              Originally Posted by tryinhere View Post

              but will you be selling the book or will people be buying it ?
              THIS is the question that needs answered. There are basically 2 conversations going on in this thread... YOU ( Claude ) selling the book in person at seminars and the like, and the majority of the rest of us selling this system online. - will you be selling the book or will people be buying it ?

              I already know the answer to this... BUT still have found myself reverting to my ways of selling - ONLINE. The reality is things change when you do this ( sell online ). The title you have selected is probably GREAT for YOU selling... but for people BUYING ( online ) not so great.

              YOU have the authority already in place.. YOU have the lead generation already in place.. I could literally lay out a blue print consisting of 2 maybe 3 sites that could easily generate $1000 each per month for you in Affiliate commission sales only, and that's not including the site ( ONE ) that would be selling your own product.

              YOU are in the true sense of the word an offline salesman. And trust me there is nothing wrong with that at all. Your online efforts are 100% how to get bodies through the threshold of your store to buy vacuums, and air purifiers etc I have sold air purifiers and never as much as met a person or touched a product. Its simply a different mind set.

              In the end, selling is selling. But for someone ( me ) that sells online I understand that selling on Facebook and Instagram, The function remains the same but the form changes. and the same is true with Offline and Online sales... Different form same function.

              So I come back to "A Life Time of Marketing and Sales, Reduced to what Consistently Works - and How to Implement it." Offline.. nope would never say "Reduced". ONLINE however with a graphic of a timeline of your life - Reduced to 20 CD's - YEAH... all day long.

              So maybe a quick re-read of some of the comments left here with a slight change in perception and maybe some of it will make a bit more sense.
              Signature
              Success is an ACT not an idea
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              • Profile picture of the author Claude Whitacre
                Originally Posted by savidge4 View Post

                So I come back to "A Life Time of Marketing and Sales, Reduced to what Consistently Works - and How to Implement it." Offline.. nope would never say "Reduced". ONLINE however with a graphic of a timeline of your life - Reduced to 20 CD's - YEAH... all day long.

                So maybe a quick re-read of some of the comments left here with a slight change in perception and maybe some of it will make a bit more sense.
                Frankly....a failing on my part...I never considered anyone else selling this online. So the title was with personal selling in mind, either by webinar, or live in front of an audience.

                You are right about your use of "Reduced". And even in person, with the right language, it would be a benefit. So I may go with that.

                You guys are being very generous with your help. I hope you know how much I appreciate it.
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      • Profile picture of the author savidge4
        Originally Posted by Claude Whitacre View Post

        Insider Selling Advantage
        or
        Insider Advantage Selling?
        Sometimes you have to let the text talk to you...

        Insider Selling Advantage
        A Life Time of Marketing and Sales, Revealing What Consistently Works - and How to Implement it.

        Insider Advantage Selling
        A Life Time of Marketing and Sales, Revealing What Consistently Works - and How to Implement it.

        Insider Selling Advantage
        My Steps to Success. Your Pathway to Prosperity

        Insider Advantage Selling
        My Steps to Success. Your Pathway to Prosperity

        In both cases I am partial to "Insider Selling Advantage" - it just rolls of the tongue easier, and reads more "Proper English" if you will.

        As to the by line... Im obviously partial to one over the other ( LOL ) A life time... I think clearly defines the layout of the course without seeing it... some history of what got you to where you are... What you have found to work.. and how to implement those steps in your path NOW.

        "My Steps to Success..." maybe "My Journey..." because the steps had moments of faultering, opportunities for revelation, and new courses of action.
        Signature
        Success is an ACT not an idea
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        • Profile picture of the author Claude Whitacre
          Originally Posted by savidge4 View Post

          Sometimes you have to let the text talk to you...

          The Insider Selling Advantage
          A Life Time of Marketing and Sales, Revealing What Consistently Works - and How to Implement it.

          Insider Advantage Selling
          A Life Time of Marketing and Sales, Revealing What Consistently Works - and How to Implement it NOW.

          In both cases I am partial to "Insider Selling Advantage" - it just rolls of the tongue easier, and reads more "Proper English" if you will.

          As to the by line... Im obviously partial to one over the other ( LOL ) A life time... I think clearly defines the layout of the course without seeing it... some history of what got you to where you are... What you have found to work.. and how to implement those steps in your path NOW.

          "My Steps to Success..." maybe "My Journey..." because the steps had moments of faultering, opportunities for revelation, and new courses of action.
          I added "The" and "Now".
          I see exactly what you mean. I like "My Journey" as well. In fact, in the presentation, at the beginning, I lay out my life of what I learned, how much it cost at each point in the journey, and how much it raised my income. And of course, the abysmal failures that were at the start.

          It sounds like I'm wanting to talk about myself in the pitch (Really? Me?), but this short story cements in their minds that there was a cost, and each learning experience created a new plateau. I watched Frank Kern do this, and I watched the DVD of his pitch several timers, taking notes of what he was doing. It was a nice story..a bonding experience...and it cemented in the audience's mind that they should spend money on learning...in other words...buying from me is just the next step. Recently I've studied about 12 highly profitable pitches in front of the room, to get the best pieces and assembling them into a few stories that actually happened. I'm getting pretty excited about this.

          It's like a 1,000 piece puzzle, and now it's about half done. The rest gets faster and easier.
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  • Profile picture of the author ewenmack
    Who are you selling to, Claude?

    What level of awareness and understanding do they have in the sales process?

    What are their pre-existing biases towards the subject?

    I've got more questions but that will
    get you thinking in the right direction.

    Best,
    Ewen
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  • Profile picture of the author Kay King
    I like the name you chose - it says a lot n a few words.
    Signature
    Be the person your dog thinks you are.

    Saving one dog will not save the world....but will forever change the world for one dog.
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    • Profile picture of the author Kay King
      Caudies keeps pointing out 'it's not a book' - and people keep posting about 'the book'....
      Signature
      Be the person your dog thinks you are.

      Saving one dog will not save the world....but will forever change the world for one dog.
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    • Profile picture of the author Kay King
      "caudies' is shorthand for 'doing three things at once - and none of them well....'
      Signature
      Be the person your dog thinks you are.

      Saving one dog will not save the world....but will forever change the world for one dog.
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    • Profile picture of the author ewenmack
      What is their biggest resistance?

      Would it be...

      Why is this different than all the other sales training?

      Buyers are more sophisticated now compared to when you were selling...

      This won't work on my customers...

      //end//

      Can you add to this list
      then answer their doubts head-on?

      Right messages need to take in what pre-existing thought patterns
      exist in the mind of the prospective buyer.

      Best,
      Ewen
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      • Profile picture of the author Claude Whitacre
        Originally Posted by ewenmack View Post

        What is their biggest resistance?

        Would it be...

        Why is this different than all the other sales training?

        Buyers are more sophisticated now compared to when you were selling...

        This won't work on my customers...

        //end//

        Can you add to this list
        then answer their doubts head-on?

        Right messages need to take in what pre-existing thought patterns
        exist in the mind of the prospective buyer.

        Best,
        Ewen
        I've recently read surveys of thousands of salespeople. The resistance I would normally get is the same as all marketing.

        My business is different.
        My customers are different.
        My company has sales training.
        I don't like scripts, and don't believe in them.
        Referrals don't work, and my customers won't give them.
        My company gives me crappy leads.
        Your old school techniques don't work any more.
        I've already read a book on selling, so what can you teach me?


        That sort of thing. My presentation gives the same concerns and handles them each a few times, from different angles.
        I've also included several mentions of how marketing has raised my income dramatically, how my referral program is different from anything they have ever used (this is all true), and the sources of prospects they were't aware of, that are highly likely to buy from them.That is information I've never seen from a sales trainer.

        My problem I see so far writing this is that the majority of my material (in the presentation) is on the best way to prospect (learned mostly from studying marketing). I have to make sure that they see the importance of studying the entire system. Presenting skills, internet support, closing skills.

        When you ask what their biggest resistance would be...do you mean from buying from me? Do you mean resistance buying the system?

        Did you know that, although nearly all customers would be happy to give at least one referral...81% of salespeople never ask for a referral. That statistic fairly yells out for a program on getting referrals and making sure they will see you.
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        • Profile picture of the author ewenmack
          Originally Posted by Claude Whitacre View Post

          I've recently read surveys of thousands of salespeople. The resistance I would normally get is the same as all marketing.

          My business is different.
          My customers are different.
          My company has sales training.
          I don't like scripts, and don't believe in them.
          Referrals don't work, and my customers won't give them.
          My company gives me crappy leads.
          Your old school techniques don't work any more.
          I've already read a book on selling, so what can you teach me?


          That sort of thing. My presentation gives the same concerns and handles them each a few times, from different angles.
          I've also included several mentions of how marketing has raised my income dramatically, how my referral program is different from anything they have ever used (this is all true), and the sources of prospects they were't aware of, that are highly likely to buy from them.That is information I've never seen from a sales trainer.

          My problem I see so far writing this is that the majority of my material (in the presentation) is on the best way to prospect (learned mostly from studying marketing). I have to make sure that they see the importance of studying the entire system. Presenting skills, internet support, closing skills.

          When you ask what their biggest resistance would be...do you mean from buying from me? Do you mean resistance buying the system?

          Did you know that, although nearly all customers would be happy to give at least one referral...81% of salespeople never ask for a referral. That statistic fairly yells out for a program on getting referrals and making sure they will see you.
          Will any of your titles trigger their bs radar?

          Best,
          Ewen
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          • Profile picture of the author Claude Whitacre
            Originally Posted by ewenmack View Post

            Will any of your titles trigger their bs radar?

            Best,
            Ewen

            How To Get As Many Quality Leads And Referrals As You Can Handle, And How To Close Them, Starting Now. will.

            But I would immediately say that it's a bold claim, and if I heard it, I'd think it was BS.

            In fact, a few times in my talk, I'll ask for a show of hands if they ever heard a sales claim and thought it was BS, and mention all the times I thought a course claim was BS, and why I bought it anyway.

            The title above would be the headline to sell the product online, or at least to initiate a video funnel to a webinar, selling the course. It would be on the product itself. I'm not worried about that particular use, because by the time they actually get to the pint of deciding, it won't sound like BS to them. The exception may be a few corporate salespeople...who aren't my market anyway.

            I have to balance the lost sales because the claim sounds outrageous...with the added sales because it is a bold claim.

            And...it almost perfectly mirrors every Dan Kennedy type product title (or headline), including the best selling sales book mentioned above.

            Every sales letter I've ever read and collected from Kennedy (or his sub-gurus) has a headline like this. The problem is, I'm not sure who will show up for the talk or the webinar. It may make them salivate. or....It may make them throw up a little.

            What do you suggest, my friend? What do you know that I don't (please don't give us the whole list. It would embarrass me.)
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    • Profile picture of the author savidge4
      I think its time to pull you out of your comfort zone a bit... I have a formula for creating an online sales page, it looks something like:

      Headline
      Byline

      1 to 2 lines of bridge text

      Title of Product
      Byline

      List of Benefits
      1.
      2.
      3.
      4.
      5.

      Introduction and super brief history 1 paragraph

      What's included:

      In your case a list of the modules in your system

      1.
      2.
      3.
      4.
      etc

      A closing paragraph

      Buy now button

      I would ask that you take yourself out of the idea of speaking in front of people and fill out the form above. Right now I believe you are thinking exclusively to an audience that you would be speaking to. "Insider" being a key term you want to keep... but INCLUSIVELY the term "insider" is as MisterMe states sounds more like a " illegal stock market activity"

      Ideally from a online sales perspective, the template above gets changed based on the target you are approaching. Specifically the TOP headline/ Byline, and the bridge text. The rest remains the same. Reaching out to <pick a trade> "How To Get As Many Electrical Bids as you can handle, And How To Close Them, Starting Now."

      Right now, for your 5? books, your strategy is to pump useful content apon us folks at the WF to draw traffic to your links in your signature. ( Links that bypass you actually getting an e-mail address out of the deal I might add. )

      What happens if you enter the desired target Verticals you want to approach on LinkedIn with the same strategy? Drop them to a page like above that is matched in Context to the target. Then think about how many Conferences and Seminars can you do in a year vs how many people can you reach with your powerful content writing abilities?

      "Sell Like Crazy" apparently sells books and probably fits in your back pocket vs "How To Get As Many Quality Leads And Referrals As You Can Handle, And How To Close Them, Starting Now." that would have to be 11x17 to fit that title on a cover LOL j/k

      Lets drop this down to the very basics.. what do you have? you have:

      A Marketing and Sales System
      A Life Time of Marketing and Sales,
      Reduced to what Consistently Works - and How to Implement it Now.

      Going slightly millennial: "Marketing and Selling Like a Beast" to going over the deep end Millenial: "Closing Deals Fast AF"

      going based on what you have said "The Complete Lead and Referral System" or "The Consistent Selling System"

      Singing "Hit the Road Jack" - Leads and Referrals Jack til you can take no more no more no more no more... Leads and Referrals Jack til you can take no more Whats you say!

      1 more thing... you keep saying its hard to put yourself in the shoes of the buyer.. this is coming from the guy that has without question the largest sales book library of probably all of us combined - OH the Irony LOL
      Signature
      Success is an ACT not an idea
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      • Profile picture of the author Claude Whitacre
        Originally Posted by savidge4 View Post

        I think its time to pull you out of your comfort zone a bit... I have a formula for creating an online sales page, it looks something like:

        Headline
        Byline

        1 to 2 lines of bridge text

        Title of Product
        Byline

        List of Benefits
        1.
        2.
        3.
        4.
        5.

        Introduction and super brief history 1 paragraph

        What's included:

        In your case a list of the modules in your system

        1.
        2.
        3.
        4.
        etc

        A closing paragraph

        Buy now button

        I would ask that you take yourself out of the idea of speaking in front of people and fill out the form above. Right now I believe you are thinking exclusively to an audience that you would be speaking to. "Insider" being a key term you want to keep... but INCLUSIVELY the term "insider" is as MisterMe states sounds more like a " illegal stock market activity"
        That's useful, thank you.
        Originally Posted by savidge4 View Post

        Ideally from a online sales perspective, the template above gets changed based on the target you are approaching. Specifically the TOP headline/ Byline, and the bridge text. The rest remains the same. Reaching out to <pick a trade> "How To Get As Many Electrical Bids as you can handle, And How To Close Them, Starting Now."
        Again, useful.
        Originally Posted by savidge4 View Post

        Right now, for your 5? books, your strategy is to pump useful content apon us folks at the WF to draw traffic to your links in your signature. ( Links that bypass you actually getting an e-mail address out of the deal I might add. )
        The problem with Amazon is that you don't get the contact information of the buyers.. Although, to be truthful, I never thought of the forum members as potential customers.


        Originally Posted by savidge4 View Post

        What happens if you enter the desired target Verticals you want to approach on LinkedIn with the same strategy? Drop them to a page like above that is matched in Context to the target. Then think about how many Conferences and Seminars can you do in a year vs how many people can you reach with your powerful content writing abilities?
        Linkedin is something I have never used, but know I'll have to become familiar with. Selling a $2,000 course? Most of those sales will have to be made in person. In writing content, I'll get them to sign up for my monthly subscription service, and then hit them with reminders, content, and offers for the upsell. A series of marketing funnels.


        Originally Posted by savidge4 View Post

        "Sell Like Crazy" apparently sells books and probably fits in your back pocket vs "How To Get As Many Quality Leads And Referrals As You Can Handle, And How To Close Them, Starting Now." that would have to be 11x17 to fit that title on a cover LOL j/k
        I suspect strongly that Sell Like Crazy was the publishers idea. The subtitle looks like a marketer's idea. I think the subtitle is really selling the book.


        Originally Posted by savidge4 View Post

        Lets drop this down to the very basics.. what do you have? you have:

        A Marketing and Sales System
        A Life Time of Marketing and Sales,
        Reduced to what Consistently Works - and How to Implement it Now.

        Going slightly millennial: "Marketing and Selling Like a Beast" to going over the deep end Millenial: "Closing Deals Fast AF"

        going based on what you have said "The Complete Lead and Referral System" or "The Consistent Selling System"

        Singing "Hit the Road Jack" - Leads and Referrals Jack til you can take no more no more no more no more... Leads and Referrals Jack til you can take no more Whats you say!

        1 more thing... you keep saying its hard to put yourself in the shoes of the buyer.. this is coming from the guy that has without question the largest sales book library of probably all of us combined - OH the Irony LOL
        I know, right?
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    • Profile picture of the author Jeffery
      You guys are fast. I wrote this and did not post it as I had to take a long phone call. I'll post it anyway.


      I have some experience with word Consistent that might be applicable to this discussion.

      In one of my consultant jobs I am an undercover customer service agent. That sounds like BS, but it is true. Typically, undercover, I am a new hire that gives feedback to the corporate biggies. Typically, I go to a class for six weeks to learn the ways of the company. Last, after approximately 90 days my real identy is revealed to the leaders.

      I'm making a long story short.

      Over that period of 90 days I receive performance reviews from the leaders just like all new hires.

      The reviews are always the same. Oh, and I do this once or twice a year and have done so for the past three years. I like it.

      In summary, the reviews always state I am smart and consistent. Meaning I do things in a way the average agent does not do as well and I am consistent in my numbers. Numbers means my time on the phone with customers is always 25 minutes or less and I consistently upsell.

      Consistent? Some leaders have told me it is good in that not everyone is consistent. For Most agents (not all) inconsistent upsells is the norm and in unspoken terms grounds for dismissal. That in itself means most of the agents have other problems, internal or external, that add to the overall problem of achieving a profit for the company.

      So I think the word "consistent" also parallels the word "inconsistent" and for that reason I would not use the word "consistent" in a title.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by Jeffery View Post

        You guys are fast. I wrote this and did not post it as I had to take a long phone call. I'll post it anyway.


        I have some experience with word Consistent that might be applicable to this discussion.

        In one of my consultant jobs I am an undercover customer service agent. That sounds like BS, but it is true. Typically, undercover, I am a new hire that gives feedback to the corporate biggies. Typically, I go to a class for six weeks to learn the ways of the company. Last, after approximately 90 days my real identy is revealed to the leaders.

        I'm making a long story short.

        Over that period of 90 days I receive performance reviews from the leaders just like all new hires.

        The reviews are always the same. Oh, and I do this once or twice a year and have done so for the past three years. I like it.

        In summary, the reviews always state I am smart and consistent. Meaning I do things in a way the average agent does not do as well and I am consistent in my numbers. Numbers means my time on the phone with customers is always 25 minutes or less and I consistently upsell.

        Consistent? Some leaders have told me it is good in that not everyone is consistent. For Most agents (not all) inconsistent upsells is the norm and in unspoken terms grounds for dismissal. That in itself means most of the agents have other problems, internal or external, that add to the overall problem of achieving a profit for the company.

        So I think the word "consistent" also parallels the word "inconsistent" and for that reason I would not use the word "consistent" in a title.
        Jeffrey. The reason I wouldn't use the word Consistent isn't because of that. It actually gives a benefit. The reason I would not use it is that this isn't the way sales reps think.

        If you did a search for the most common things sales reps want...the word Consistent..or Consistency rarely comes up.

        They don't want consistent sales..they want this sale..today.

        And they want magic leads..that always instantly sprout into high commission sales.

        I'm in the Magic Bean business. That's not what they need, or what I'm delivering...but that's what they want.

        One thing...Misterme said "Pipeline". Pipeline is a word reps say, that I don't. So I'll have to start.

        I even considered "Insider Circle Selling". It has a melody, and fits what I'm doing. But Advantage would be more appealing to reps.
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    • Profile picture of the author Jeffery
      foobar I am.


      Today's Insider Advantage Selling System.
      The Insider Salesman Reveals The Pipeline To Riches.
      You Will Be An Insider Too!
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    • Profile picture of the author misterme
      Ewen,

      How dare you come on here and post something so brilliantly clever.
      Signature
      "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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    • Profile picture of the author ewenmack
      Thanks, Mrme and Claude.

      I wrote that up about 4 am while waiting for my
      94-year-old mother to get over her vomiting.

      Claude, can you recollect a common selling situation that you
      frequently used the same method which flew in the face of common dogma?

      Even better would be that's used/taught today, too?

      Best,
      Ewen
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  • Profile picture of the author tryinhere


    This book just came out and is already a best seller, and yes I know you do not have a book it's just thrown in as similar example and related in a way.

    Best of luck with the project, I am sure everything will work out well.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by tryinhere View Post



      This book just came out and is already a best seller, and yes I know you do not have a book it's just thrown in as similar example and related in a way.

      Best of luck with the project, I am sure everything will work out well.
      I read the sub title; How to Get As Many Clients, Customers and Sales As You Can Possibly Handle, and recognized it as a very effective, often copied headline for lead generation books.

      In fact, I may use it myself. Thanks.


      Originally Posted by Kay King View Post

      "caudies' is shorthand for 'doing three things at once - and none of them well....'
      You are wrong. I can only do one thing at a time, and not do it well.
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  • Profile picture of the author misterme
    Originally Posted by Claude Whitacre View Post

    I know exactly how to sell it. I know exactly what it will involve, who I will sell it to, how I will present it in a pitch, I already have over 90% of the pitch written. And most of the course is written out already...

    My question was...what should I name the course?
    Okay, so, close your eyes, relax and think back to when you were writing it, immersed in it, your mind was dwelling on it - at some point during that activity a headline for it came to you. What was the headline?

    Originally Posted by Claude Whitacre View Post

    OK, I just now am getting over the emotional turmoil of your post. My damaged self image is still on the mend, though.

    You're one of the (if not THE) best salespeople/marketers here.

    What would you suggest?
    See above. Plus I already gave some title ideas. I also want to thank you for the tremendous compliment.

    And if you want a tweak on Savidge4's "reduced to" phrasing, maybe try "full measure, pressed down, shaken together and running over" ...always good to use lines from best sellers.
    Signature
    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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    • Profile picture of the author Claude Whitacre
      Originally Posted by misterme View Post

      Okay, so, close your eyes, relax and think back to when you were writing it, immersed in it, your mind was dwelling on it - at some point during that activity a headline for it came to you. What was the headline?


      See above. Plus I already gave some title ideas. I also want to thank you for the tremendous compliment.

      And if you want a tweak on Savidge4's "reduced to" phrasing, maybe try "full measure, pressed down, shaken together and running over" ...always good to use lines from best sellers.

      How To Get As Many Quality Leads, Referrals, And Eager Buyers As You Can Handle, And How To Close Them, Starting Now.


      Something like that. It could be a book title, a subtitle, or a headline selling my course. But it pretty much sums this thing up.

      I really do like A Life Time of Marketing and Sales, Reduced to what Consistently Works - and How to Implement it.

      But it's not about what I like. It's about what would grab the audience by the face and scream "Buy me!".

      To be truthful, as a salesman...it's sometimes hard to think of myself as a buyer. If I were going to a sales training seminar, what would attract me? I have to get out of the "40 year veteran ready to retire" mode, and back into the "I am starving and want to be fed" mode.

      In the talk, I'll describe my journey, but it's a story designed to trigger specific thought patterns. And after the story, there are several other stories (interspersed with data), illustrating value, need, and how this all fits together.
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      • Profile picture of the author savidge4
        Originally Posted by Claude Whitacre View Post

        How To Get As Many Quality Leads And Referrals As You Can Handle, And How To Close Them, Starting Now.

        Something like that. It could be a book title, a subtitle, or a headline selling my course. But it pretty much sums this thing up.

        or

        The Consistent Selling System
        How To Get As Many Quality Leads And Referrals As You Can Handle, And How To Close Them, Starting Now.
        Signature
        Success is an ACT not an idea
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        • Profile picture of the author Claude Whitacre
          Originally Posted by savidge4 View Post

          or

          The Consistent Selling System
          How To Get As Many Quality Leads And Referrals As You Can Handle, And How To Close Them, Starting Now.
          OK, I have to say this is brilliant. The reason I want to stay with Insider Advantage is that the word "Insider" is key during my presentation. It segments them, creating a tribe in the room.

          Originally Posted by misterme View Post

          How To Get All The Sales You Ever Want - - the best of everything I know from a lifetime in marketing and sales reduced to just what works wonders.
          That appeals to me personally. But to a person that has never heard of me? (almost everyone) the other title is more grabby. I'm trying to make this less about me, as I have almost no followers as of now. Maybe by the end of the talk, but not at the beginning.

          And you have to remember, you and I aren't the audience.

          I just remembered, I have an entire entrance video that has to be scrapped and then redone. These headlines may end up there.
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  • Profile picture of the author misterme
    How To Get All The Sales You Ever Want - - the best of everything I know from a lifetime in marketing and sales reduced to just what works wonders.
    Signature
    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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  • Profile picture of the author tryinhere
    Pretty cool thread this one, making me think, so we have

    >The Consistent Selling System
    How To Get As Many Quality Leads And Referrals As You Can Handle, And How To Close Them, Starting Now. <

    or similar, so now I ask why would somebody want that? what is the outcome they are looking for, yes they want more leads and they want to close them and they want to do that yesterday,

    So now I ask why do they want that that ?, just to throw a new angle on a potential title that would work with most.

    Build a solid and reliable business ? Create a reliable and consistent cash flow ? run a debt free business ? have the ability to afford more staff so your own workload can move to running the business and not working in it ? build a secure business that lasts the test of time ? grow your business to the next levels ? build a business based on a strong and reliable / unshakable foundation

    and the list can go on, I'm to bloody tired to think of a title around that just now, but was just exploring the why behind those questions as a new angle.

    >My New Title
    How you can build your own pipeline of highly targeted Leads and or Referrals that are ready to buy, And How To close more sales effortlessly, Starting Now. <


    maybe i just need a kip ;-)
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    • Profile picture of the author Claude Whitacre
      Originally Posted by tryinhere View Post

      Pretty cool thread this one, making me think, so we have

      >The Consistent Selling System
      How To Get As Many Quality Leads And Referrals As You Can Handle, And How To Close Them, Starting Now. <

      or similar, so now I ask why would somebody want that? what is the outcome they are looking for, yes they want more leads and they want to close them and they want to do that yesterday,

      So now I ask why do they want that that ?, just to throw a new angle on a potential title that would work with most.

      Build a solid and reliable business ? Create a reliable and consistent cash flow ? run a debt free business ? have the ability to afford more staff so your own workload can move to running the business and not working in it ? build a secure business that lasts the test of time ? grow your business to the next levels ? build a business based on a strong and reliable / unshakable foundation
      None of the above. What these guys want is a magic pill that will get them a sale tomorrow. Their biggest concern is that they hate cold calling, and need more leads..better leads. They don't think their company has their back, and they want to close a deal right now. That's most of them. A few (the higher end rep) is looking for another advantage...a slight improvement.


      Originally Posted by tryinhere View Post

      and the list can go on, I'm to bloody tired to think of a title around that just now, but was just exploring the why behind those questions as a new angle.

      >My New Title
      How you can build your own pipeline of highly targeted Leads and or Referrals that are ready to buy, And How To close more sales effortlessly, Starting Now. <


      maybe i just need a kip ;-)
      That's a damn fine title. I may use it as a headline. But...the name of the system is going to be The Insider Advantage Selling System, because it will fit perfectly with the pitch.


      I'm going to say something now that may make me sound like an A hole.

      My biggest unspoken objection is going to be "I could never do what he does". When I'm selling a service, being impressive is a plus. But when showing someone how to sell, you can be too good.

      I remember having an office, and a mentor came over to watch me do my first mass hiring. maybe 50 new people were in the room. I gave the presentation of the product. I knew it was good. Had I done it to sell to the people in the room, many would have bought. At the end, they were all very happy, They kept telling me how great this all was, and they would see me tomorrow. My mentor asked me "How many do you think will show up tomorrow?". I said "Maybe 90% . They were blown away."

      He said "Exactly. They were blown away. Nobody is going to show up tomorrow. You have proven to them that nobody can do what you can do. Watch"

      And nobody showed up the next day.

      I have to keep saying, in different ways, that it isn't about me...it's all about the method. And part of the story will be about my early shyness, and lack of social skills. And I have to show that I'm still that shy clumsy kid...it's the method that makes the sales.

      Because when I used to take new people with me on an appointment, they would often quit the next day...even though we made a sale. Why? They couldn't see themselves doing what I was doing. It didn't matter that I had been doing it for decades. To them, it looked almost like hypnosis, or sorcery. So I had to just stick with the basics of selling, until they had a few months in.
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      • Profile picture of the author GordonJ
        Originally Posted by Claude Whitacre View Post

        None of the above. What these guys want is a magic pill that will get them a sale tomorrow. Their biggest concern is that they hate cold calling, and need more leads..better leads. They don't think their company has their back, and they want to close a deal right now. That's most of them. A few (the higher end rep) is looking for another advantage...a slight improvement.



        That's a damn fine title. I may use it as a headline. But...the name of the system is going to be The Insider Advantage Selling System, because it will fit perfectly with the pitch.


        I'm going to say something now that may make me sound like an A hole.

        My biggest unspoken objection is going to be "I could never do what he does". When I'm selling a service, being impressive is a plus. But when showing someone how to sell, you can be too good.

        I remember having an office, and a mentor came over to watch me do my first mass hiring. maybe 50 new people were in the room. I gave the presentation of the product. I knew it was good. Had I done it to sell to the people in the room, many would have bought. At the end, they were all very happy, They kept telling me how great this all was, and they would see me tomorrow. My mentor asked me "How many do you think will show up tomorrow?". I said "Maybe 90% . They were blown away."

        He said "Exactly. They were blown away. Nobody is going to show up tomorrow. You have proven to them that nobody can do what you can do. Watch"

        And nobody showed up the next day.

        I have to keep saying, in different ways, that it isn't about me...it's all about the method. And part of the story will be about my early shyness, and lack of social skills. And I have to show that I'm still that shy clumsy kid...it's the method that makes the sales.

        Because when I used to take new people with me on an appointment, they would often quit the next day...even though we made a sale. Why? They couldn't see themselves doing what I was doing. It didn't matter that I had been doing it for decades. To them, it looked almost like hypnosis, or sorcery. So I had to just stick with the basics of selling, until they had a few months in.
        Thank you Claude. I doubt if few ever consider this. And it is a phenomenon which takes place in many industries, like MLM too. The shy little ordinary guy stands in front of the crowd and tells the audience, at the end of a mesmerizing presentation,

        "If little old shy, ordinary me can do it, so can you." Pert near an exact quote from Jody Victor of AMWAY. He is one of the most spellbinding reps they have, at the top of the pyramid.

        After hearing him several times, I asked others in the audience what they thought, and they were all excited, BUT...BUT,

        they believed him, but felt they couldn't be LIKE him no matter if they did find a plan. So, you are very smart to remove the personality, they guy who can do it in his sleep, from the system anyone can use..

        It is UNSPOKEN, but a very huge deterrent for action at the most subconscious level.

        Thanks for shedding some light on this.

        GordonJ
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      • Profile picture of the author Jeffery
        Originally Posted by Claude Whitacre View Post

        <snip>


        ..the system is going to be The Insider Advantage Selling System, because it will fit perfectly with the pitch.method.
        You may wnt to register the domain before someone else does Claude.


        This thread is already indexed by Google and when the words The Insider Advantage Selling System are searched this thread is in the SERP.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by tryinhere View Post


      >My New Title
      How you can build your own pipeline of highly targeted Leads and Referrals that are ready to buy, And How To close more sales effortlessly, without doing any more work, Starting Now. <
      Doesn't that just about cover everything?
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  • Profile picture of the author misterme
    Originally Posted by Claude Whitacre View Post

    I've recently read surveys of thousands of salespeople. The resistance I would normally get is the same as all marketing... My presentation gives the same concerns and handles them each... different from anything they have ever used (this is all true), and the sources of prospects they were't aware of... information I've never seen from a sales trainer.
    Then perhaps the title should be something such as, "The Break-Through Sales System - What Your Sales Training Never Knew to Teach You That Can Make You Unstoppable in Getting Every Sale You Want" or something that pitches that benefit as well as that curiosity of what's yet unknown and so powerful.

    What I don't like about your pet title "Insider Advantage" is not only that it sounds like a book about bilking the stock market but also that it's not touting the benefit but rather, promotes a feature. Sounds like that to me, anyway. In other words, having the insider advantage does what, means what to the end user? The answer to that question would be the consideration for the title.
    Signature
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    • Profile picture of the author Claude Whitacre
      Originally Posted by misterme View Post

      Then perhaps the title should be something such as, "The Break-Through Sales System - What Your Sales Training Never Knew to Teach You That Can Make You Unstoppable in Getting Every Sale You Want" or something that pitches that benefit as well as that curiosity of what's yet unknown and so powerful.
      That's not bad. My thought is that I have to be more subtle about the company sales training not being enough. I handle it in the pitch, a few times.
      Break Through Sales System is good, but I have a reason to use Insider. And the title of the system isn't the same as a headline, or a title of a book. They won't see it until I show it at the end. The system name needs to fit my pitch, not sell the pitch.


      Originally Posted by misterme View Post

      What I don't like about your pet title "Insider Advantage" is not only that it sounds like a book about bilking the stock market but also that it's not touting the benefit but rather, promotes a feature. Sounds like that to me, anyway. In other words, having the insider advantage does what, means what to the end user? The answer to that question would be the consideration for the title.
      Insider is the key word here. It would mean almost nothing, until you saw the pitch. Much of the appeal is that they will be part of a group of "insiders" that are getting training not available to everyone.

      Insider Advantage isn't doing the selling, like Sell Like Crazy (the book title), the subtitle is doing the selling.

      At the beginning of the talk, there is going to be a lot of "We are special, we are part of a tribe, we understand each other, I am one of you, we are on the same path...."

      To be honest, not really the way I would talk....but necessary to start the direction of the pitch.

      Insider is going to stay, but Advantage could be changed...although I don't know what would improve it.
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  • Profile picture of the author wasimnaqvi
    Selling from Contact to contract is best title for it
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    • Profile picture of the author Claude Whitacre
      Originally Posted by wasimnaqvi View Post

      Selling from Contact to contract is best title for it
      It's catchy, I agree. But it conveys no benefit. It's like The Encyclopedia Of Sales Techniques. It tells what it is, but doesn't convey a benefit for my core audience. The title doesn't make me want to buy.

      Insider Advantage Selling sounds like I'm teaching something you cannot get anywhere else.

      I also like
      Intelligent Selling

      But I don't know it it would appeal to my audience. It certainly appeals to me.
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  • Profile picture of the author helisell
    Sales Abundance
    All the gain: without the pain.

    Sales Abundance: Hidden In Plain Sight
    When You See It, You'll Know.
    Signature

    Making Calls To Sell Something? What are you actually saying?
    Is there any room for improvement? Want to find out?

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  • Profile picture of the author ewenmack
    Claude, in just about any worthwhile market you can think of, including the sales teaching world, benefit headlines and titles don't work very well.

    This is because your prospects have been hit with bigger and bolder promises that they have become immune from them.

    One way to overcome this force is to come up with an intriguing idea that goes against common thinking.

    Chris Voss did this with his bestselling book on negotiating, Never Split The Difference.

    He had the credentials and stories to back up his claim and Central theme.

    Not only do you have to have the contrarian story backed up by proof, you are having to go up against industry norms.

    That is what has tough grown men crumble.

    They don't want to put themselves in an uncomfortable position of going against
    the accepted norms.

    It's almost a prerequisite to breakthrough the noise of other marketers.

    Not shout out bigger and bolder benefits.

    Best,
    Ewen
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    • Profile picture of the author Claude Whitacre
      Originally Posted by ewenmack View Post

      Claude, in just about any worthwhile market you can think of, including the sales teaching world, benefit headlines and titles don't work very well.

      This is because your prospects have been hit with bigger and bolder promises that they have become immune from them.

      One way to overcome this force is to come up with an intriguing idea that goes against common thinking.

      Chris Voss did this with his bestselling book on negotiating, Never Split The Difference.

      He had the credentials and stories to back up his claim and Central theme.

      Not only do you have to have the contrarian story backed up by proof, you are having to go up against industry norms.

      That is what has tough grown men crumble.

      They don't want to put themselves in an uncomfortable position of going against
      the accepted norms.

      It's almost a prerequisite to breakthrough the noise of other marketers.

      Not shout out bigger and bolder benefits.

      Best,
      Ewen
      The last few days, I've been trying to come up with something that I do that's counter-intuitive or against the standard selling dogma.

      Any ideas? You guys have read my stuff for years.

      I don't mind alienating the masses if it attracts the core audience of experienced salespeople. But my mind seems like a blank on that subject.

      I agree with Misterme, your post is brilliant.
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      • Profile picture of the author StevenTylerPjs
        The words that pop into my mind - corporate, elite, expert, master, advanced - ie a higher level.

        "For Experienced sales professionals only".

        I'm unsure on the contrarian angle and what it could be though.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by StevenTylerPjs View Post

          The words that pop into my mind - corporate, elite, expert, master, advanced - ie a higher level.

          "For Experienced sales professionals only".

          I'm unsure on the contrarian angle and what it could be though.
          The problem with "for experienced sales professionals only" is that it isn't exact. Do I mean 5 years in the field? A degree in management?

          I was going to go with "For sales professionals with at least 6 months of actual in the field sales experience".

          It's partly because new people will find some of this hard to grasp...and absolute beginners will be a refund problem.

          I was also going to exclude MLM people. And I was going to target reps that have an average commission of at least $500 per sale, and really $1,000...to make the training absolutely pay off.

          I'm still thinking about Ewen's suggestion. I think as I finish writing out my entire pitch, the approach will occur to me. Although I have my "Old man who knows how to really sell, but has no patience for babysitting newbies" approach, and it seems custom made for me.
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          • Profile picture of the author savidge4
            Originally Posted by Claude Whitacre View Post

            The problem with "for experienced sales professionals only" is that it isn't exact. Do I mean 5 years in the field? A degree in management?

            I was going to go with "For sales professionals with at least 6 months of actual in the field sales experience".
            Off the top of my head we are talking about a block of information that takes YOUR Experience that makes the Experienced Salesman better. Basically what you have to offer ( experience ) and what you are selling ( how to make their experience better ).

            EXPERIENCED SELLING comes to mind.

            "What My 60 Year Old Self Could Teach Me About Selling"

            "If I Only Knew Then, What I Know Now - About Selling"

            "The Things Other Sales Courses Wont Tell You"

            "Go from "Selling" to Selling Ice to Eskimos"

            "Experience Experience" - A sales training course to take your sales to the next level

            "Experience Insider Experience"

            "How To Sell Your Way To Bigger Pay Checks"

            "Just When You Thought You Were Good, This Will Make You Better."

            As I am brain storming these out, I want to say you really need 2 Products. One for "Salespeople" and another written more specific to your most recent knowledge "Brick and Mortar" Brick and Mortar business owner "Meet" your criteria to more than some extent - the issue in this group is unlike you.. most know they NEED to sell, but its not that they don't know how, but they don't if that makes sense.

            What separates your product from most everything else out there is the lack of online integration of your content... and its the Brick and Mortar crowd that I believe this becomes an asset vs a liability.

            "Old School Selling For a Modern World".

            "Through The Door" - A Retail Marketing and Selling Course

            "Door to Door and Beyond"
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            Success is an ACT not an idea
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            • Profile picture of the author Claude Whitacre
              Originally Posted by savidge4 View Post


              "What My 60 Year Old Self Could Teach Me About Selling"
              "Imagine you are 65 years old. You have been selling the rest of your career. You've read 2,000 books on selling, taken dozens of courses, studied other industries..broken you company sales records...become a legend in your industry. And then you, at your current age, walk up to that 65 year old self....What are you going to tell your younger self? What secrets will you reveal? What mistakes will you help your younger self avoid?

              This is why I'm here, at the end of the path, to offer myself as a guide".





              Originally Posted by savidge4 View Post

              As I am brain storming these out, I want to say you really need 2 Products. One for "Salespeople" and another written more specific to your most recent knowledge "Brick and Mortar" Brick and Mortar business owner "Meet" your criteria to more than some extent - the issue in this group is unlike you.. most know they NEED to sell, but its not that they don't know how, but they don't if that makes sense.
              Small business owners can be either a retail store or a business where the rep/owner goes out to meet the customer. I'll have videos that appeal to each group, but the training will be the same. The good news is that everything I teach (and most of what I know) is universally applicable to any kind of selling, except maybe large corporate accounts, of which I know little.



              Originally Posted by savidge4 View Post

              What separates your product from most everything else out there is the lack of online integration of your content... and its the Brick and Mortar crowd that I believe this becomes an asset vs a liability.

              "Old School Selling For a Modern World".

              "Through The Door" - A Retail Marketing and Selling Course

              "Door to Door and Beyond"
              "Through The Door" is clever.

              Originally Posted by Princess Balestra View Post

              Plenty ideas here, all cool stuff to chew on.

              My take is to re-imagine my local bookstore durin' Claude Whitacre Week.

              A mix here of serious & spurious, but that ain't no bad combo to splash into any pool of ideas ...



              (Full size image link is here.)
              Good God Woman!

              The first cover looks exactly like what I would want in a book cover. I may even write the book, just to use it as a gateway drug to my main course.

              Phenomenal stuff.
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              • Originally Posted by Claude Whitacre View Post


                Good God Woman!
                In my dreams, Benedict Cumberbatch whispers these words in my ear as he beaches up sweet in the realm of all sensation.

                Thing is, I made this simple visual outta free template stuffs gowin' down on Canva.

                You simply butcher neatly designed promo by figurin' what you wanna slot in the text boxes.

                It is most unromantic to figure discourse in this way -- optimal phrases dumped stategic in optimal slots -- which is why Almost Alchemy got flavor with Moi & I will look it up.

                Uncertainty's exotic transformations are gtg in my book.

                Hey, but if Sherlock Strange evah said that, ain't no way ima writin' nuthin' vaguely sensible for like a month ...
                Signature

                Lightin' fuses is for blowin' stuff together.

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      • Profile picture of the author kenmichaels
        Originally Posted by Claude Whitacre View Post

        The last few days, I've been trying to come up with something that I do that's counter-intuitive or against the standard selling dogma.

        Any ideas? You guys have read my stuff for years.

        I don't mind alienating the masses if it attracts the core audience of experienced salespeople. But my mind seems like a blank on that subject.

        I agree with Misterme, your post is brilliant.
        Yeah... in a room full of people yelling, a whisper gets attention.
        Signature

        Selling Ain't for Sissies
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  • Profile picture of the author tryinhere
    Based on the new line of thinking i will throw into the hat ?

    ring that bell ( taken from old school sales where you rang the bell with each sale)

    Ring That Bell

    Old school sales, adapted to work anywhere and every time in today's world.

    By Claude Whitacre
    or something like that, could use a better byline
    Signature

    .

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  • Profile picture of the author WizTecBD
    Sellrider

    [Self-promotional text removed by moderator]
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  • Plenty ideas here, all cool stuff to chew on.

    My take is to re-imagine my local bookstore durin' Claude Whitacre Week.

    A mix here of serious & spurious, but that ain't no bad combo to splash into any pool of ideas ...



    (Full size image link is here.)
    Signature

    Lightin' fuses is for blowin' stuff together.

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  • Profile picture of the author blackbelt
    How about "Selling Done Right"
    Signature
    Joe's Done It Again I'm excited to guide those who are ready to earn $100-$500 cash daily. http://cashdonerite.com
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    • Profile picture of the author Claude Whitacre
      Originally Posted by blackbelt View Post

      How about "Selling Done Right"
      Years ago, I was going to title one of my books Black Belt Selling.

      But it was taken.

      My decision is........The Insider Advantage Selling System. How To Get As Many Leads And Referrals As You Can Handle, And How To Close Them, Starting Now.


      There will probably be a companion book (acting as a sales letter and positioning statement) and the title will be Insider Advantage Selling. My Steps To Success. Your Pathway To Prosperity.

      I want to thank everyone again. Some real gems were given. And had I done it on my own, it wouldn't have been as good.
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      • Profile picture of the author kenmichaels
        Originally Posted by Claude Whitacre View Post

        My decision is........The Insider Advantage Selling System. How To Get As Many Leads And Referrals As You Can Handle, And How To Close Them, Starting Now.
        The Insider Advantage Selling System. How To Get As Many Leads And Referrals As You Can Handle, And How To Close Them, Yesterday.

        I think yesterday or today is stronger then starting now. Just my 2 cents
        Signature

        Selling Ain't for Sissies
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        • Profile picture of the author Claude Whitacre
          Originally Posted by kenmichaels View Post

          The Insider Advantage Selling System. How To Get As Many Leads And Referrals As You Can Handle, And How To Close Them, Yesterday.

          I think yesterday or today is stronger then starting now. Just my 2 cents
          Yesterday sounds better, but it gnaws at my rational mind.

          Very glad to see you back.
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          • Profile picture of the author kenmichaels
            Originally Posted by Claude Whitacre View Post

            Yesterday sounds better, but it gnaws at my rational mind.

            Very glad to see you back.
            I'm not back. Consider this a casual drive by.

            I don't do sales anymore. I sold that part of things.
            I'm only into patents and engineering distribution networks nowadays.

            Edit:
            I forgot, I still sell all the software I've made, but that's on auto pilot so it doesn't count.
            Signature

            Selling Ain't for Sissies
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        • Profile picture of the author Claude Whitacre
          Originally Posted by kenmichaels View Post

          The Insider Advantage Selling System. How To Get As Many Leads And Referrals As You Can Handle, And How To Close Them, Yesterday.

          I think yesterday or today is stronger then starting now. Just my 2 cents
          You are right, Today is stronger.

          It's too bad you aren't still into sales. You were one of the top three sales/copywriting guys here.
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          • Profile picture of the author kenmichaels
            Originally Posted by Claude Whitacre View Post

            You are right, Today is stronger.

            It's too bad you aren't still into sales. You were one of the top three sales/copywriting guys here.
            I miss it, bad.

            Altho to be honest, I pitched to an investor and got what i asked for.
            That was pretty exciting and selling on a bit of a different level then what I was used too.

            Ill tell you what I don't miss, I drove a script upto a salesroom the other day. First time Ive been
            around one since I sold mine. 50 people smoking cigarettes out front... and another 50 outback smoking pot and god knows what else. I don't miss any of that crap.
            Signature

            Selling Ain't for Sissies
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            • Profile picture of the author Claude Whitacre
              Originally Posted by kenmichaels View Post

              I miss it, bad.

              Altho to be honest, I pitched to an investor and got what i asked for.
              That was pretty exciting and selling on a bit of a different level then what I was used too.

              Ill tell you what I don't miss, I drove a script upto a salesroom the other day. First time Ive been
              around one since I sold mine. 50 people smoking cigarettes out front... and another 50 outback smoking pot and god knows what else. I don't miss any of that crap.

              Wow. I have to admit it was never that bad when I had reps. But the smoking, chewing tobacco, complaining, and drama were more than I could take. So after years of having an organization...I just shut it all down.

              I found that I am an exceptional salesman, a good businessman, and a decent teacher....but I'm a terrible babysitter.

              I hope you pop in from time to time.
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  • Profile picture of the author animal44
    "I did it Claudes way"
    (with apologies to Frank Sinatra)
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    People say nothing is impossible, but I do nothing every day.
    What I do for a living

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  • Profile picture of the author chiragkd
    Maybe The Ninja Seller or Become A Ninja Seller.
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  • Profile picture of the author Dan AFFMark
    Sell4Sell
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    Learn How to Make Money in 12 Minutes http://bit.ly/12MinutesAffMethod

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