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Cross Cultural Negotiation
Cross cultural negotiation is one of many specialized areas within the wider field of cross cultural communications. By taking cross cultural negotiation training, negotiators and sales personnel give themselves an advantage over competitors. ...
Ethics in Speaking: A Practical Point of View
Often managers have to deliver presentations with unpleasant content. The vice president has to announce that there is a hiring freeze or a downsizing. The human resource director speaks to the employees about a benefits package with fewer...
Got Your Speech, Know How to Present, Ready to Go, Right? Wrong!
For most people, public speaking is a challenge, but even once you’ve mastered the techniques, and the part about just getting up there, you're work isn’t done. The most common mistake I find in clients I coach about presenting is failing to grasp...
Life-long Learning
"Life-long learning" is a popular trend that continues to offer vast opportunities to all those who recognize its value. It also applies to more than a single segment of your business. For instance, consider its application in a key area such as...
PR: Focus on What Matters!
Sure, as a manager, you have a talented member of the PR team assigned to your department, division or subsidiary, or housed at your agency, and s/he is darn good at placing product and service plugs on radio and in the newspaper. Which may be all...
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HYPNOTIC ARGUMENTS THAT EASILY SEDUCE
Copywriting is, simply put, the study of the human ego. And, believe
it or not, there's more to writing a sales letter than word choice,
readability, grammar, spelling, sentence structure, guarantees, and
even those overly exaggerated testimonials of yours.
Look... if you've read more than two or three articles on the subject
of copywriting, you know all about "Features = Benefits", "Power Words",
and every copywriting formula ever created. If you haven't, here are
a few places you'll want to check out later on...
Joe Vitale's Copywriting Profit Center
http://www.mrfire.com/profitcenter.html
David Garfinkel's Results-Driven Marketing
http://www.davidgarfinkel.com/
Copywriting Articles
http://www.webprozone.com/copywriting.html
Forget AIDA -- Think M.A.G.I.C.
http://www.webprozone.com/articles/000148.html
## THREE TYPES OF PERSONALITIES
One of the most powerful copywriting tactics you can use is the segmentation
of the human personality. Before you write your sales letter, you
must know your audience. That's a given. But this tactic goes beyond
that...
Here's how it works:
To put it plainly, there are three types of people: commanders, thinkers,
and visualizers. Each of them will respond varyingly to different
arguments. There are exceptions, of course, and oftentimes it's difficult
to determine what type of person you're dealing with -- especially
if you are selling a product online, where you cannot see or speak
with your potential customer.
Some arguments resonate well with all three types. Take, for example
the "Features = Benefits" approach. Instead of simply rattling off
what your product can do, you must tell your prospect how it will
benefit him or her specifically. This tactic works best with visualizers
-- but is important when dealing with all types of people.
Sad as it may seem, other arguments will only work well with one type
or the other. Say you decide to try selling something to a thinker
with promises of a quick & easy, visually appealing product. Guess
what? They'll tell you to shove it down your throat.
Wouldn't you just love to shove it down THEIR throat? Here's how:
## THE COMMANDER
Commanders are leaders. Jobs occupied by commanders are generally
management level positions, ranging from Project Director to CEO.
They value a strong handshake, and for the most part, have a husky,
dominating physique.
Words most commonly used by commanders are physical in nature. Here
are a few good examples: tackle, power, feel, sense, grasp, touch,
people, and team.
When I think of a commander, I think of my high school hockey coach.
Although he wasn't a very husky guy, he could shoot a puck at 100+
miles per hour, shatter Plexiglas with a strong check (yes, he actually
did this once) and, most importantly, he made an honest to god team
out of a bunch of punk kids. That is what a commander does.
Top arguments to win over a commander include: strength, durability,
years in business, proven and time tested product, and famous clients/founder.
Using phrases like, "Your competitors are..." "I/We can handle (tackle)
the toughest assignments..." and "Your team will like..." are sure
to win them over.
##
THE THINKER
The name itself is self-defining. Thinkers are intellectuals: CFOs,
scientists, programmers, accountants... the list goes on. A few favorite
words in a thinker's vocabulary include: think (go figure, eh?), sounds,
understand, numbers, sense, prove, know, and reason.
The most effective arguments when dealing with a thinker include:
best future results (this works well for all types of people), logical
design, clever, unique design, and endorsement by experts. Here are
a few example phrases you can use on a thinker: "It sounds like you
need..." "Here are the numbers..." "There are several steps to the
solution. First..." and "Here are the reasons behind..."
## THE VISUALIZER
There are more visualizers in this world than commanders and thinkers
combined. Visualizers take on a variety of jobs, but enjoy those which
allow them to "get creative" more than anything. For the most part,
they have an abstract, visual, and "quick & easy" mindset. Words most
often used by visualizers are: show, see, look, visualize, picture,
watch, perspective, perception, quick, fast, immediate, easy, and
instant.
Explaining how the features of your product or service will benefit
your customer works well with all types of people, but is most effective
with the visualizers. Other powerful arguments you should use when
appealing to the visualizer include: best looking design, quick and
easy, and cosmetic appeal (visually dramatic presentation). Some phrases
you should use are: "I can visualize the problem you have..." "Here's
a quick overview..." "The solution is simple and easy with our..."
"It looks like you need..."
## APPEALING TO THEM ALL
In the real world, salespeople have the advantage of meeting their
customer in person. The Internet is a very different place, however,
meaning that unless you sell a service or big-ticket items online,
you probably won't be communicating with your customer until after
the purchase has been made. You will be unable to pick up on key words
and phrases, which help you to determine what type of individual you
are dealing with.
Because of this, you must effectively combine all forms of persuasion,
to create a winning sales letter, which will appeal to commanders,
thinkers, and visualizers alike.
In order to accomplish such a task, you'll need to determine which
arguments work with the most people. The following arguments do well
with just about everyone:
- Clear Features = Clear Benefits (MOST IMPORTANT)
- Strength, Durability, Toughness
- Best Future Results
- Years In Business
- Famous Clients/Founder
- Proven & Time-Tested Product
Use lots of those arguments, and be sure to work in as many others
as you can think of. Get creative with the process too, or you'll
risk being just like everybody else. Now -- get out there and make
yourself some money!
About the Author
Charles Lewis invites you to join him in e-success by subscribing
to his weekly newsletter, "The Cre@tive Marketer". Subscribe today,
and receive a free copy of the time tested, proven Internet marketing
strategy guide that could teach a chimpanzee how to start an online
business.
See http://www.webprozone.com/creative.html for more info.
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| Oral Presentation Advice |
| Your presentation should not replace your paper, but rather whet the ... Below I consider goals for academic interview talks and class presentations. ... |
| www.cs.wisc.edu |
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| Presentation Skills |
| This site contains annotated links to resources concerned with presentation and communication skills. |
| lorien.ncl.ac.uk |
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| Presentation Helper - Free PowerPoint templates, help, advice and ... |
| Resources on how to make effective presentations. Includes tips on PowerPoint and topic ideas. |
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| Neurobehavioral Systems, Inc. |
| Neuroscience stimulus delivery software can be used for cognitive psychology, fMRI, erp and single unit research (Windows). |
| nbs.neuro-bs.com |
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| Why tables for layout is stupid: problems defined, solutions offered |
| Why tables for layout is stupid:. problems defined, solutions offered. Tables existed in HTML for one reason: To display tabular data. ... |
| www.hotdesign.com |
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| The Gettysburg Powerpoint Presentation |
| This presentation prepared with the help of Microsoft Powerpoint Autocontent Wizard. ... Permission is granted to use this presentation in any course or ... |
| norvig.com |
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| Presentation Zen |
| I love the clear presentation of the ideas in the book and the fact that the ... In the context of presentations, moving info away can help you and the ... |
| www.presentationzen.com |
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| Presentation Tips for Public Speaking |
| Better Public Speaking & Presentation - Ensure Your Words Are Always ... On the Job: Public Speaking Tips - Twelve Steps to Great Presentations by Elise ... |
| www.aresearchguide.com |
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| Presentation - Wikipedia, the free encyclopedia |
| Presentation is the process of presenting the content of a topic to an ... You should plan to rehearse your presentation out loud at least four times. ... |
| en.wikipedia.org |
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| OSCON 2005 Keynote - Identity 2.0 |
| “A barn-burner of a presentation. I loved this.” - Cory Doctorow. “I watched it twice, and greatly enjoyed it both times.” - Jon Udell ... |
| www.identity20.com |
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| Presentations - Effective Communication - Public Speaking |
| Tips and tools for creating and delivering presentations: text, techniques and technology. |
| www.presentations.com |
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| Presentation Information Resources - Presentation Technology News ... |
| Presentation Information Resources - Comprehensive presenter's resource providing instant access to up-to-date information on technology and techniques for ... |
| 199.249.170.231 |
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| Effective Presentations homepage |
| In addition, the skills needed to prepare an oral presentation can be used ... A spiffy presentation discussing Effective Teaching with Powerpoint from the ... |
| www.kumc.edu |
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| Impress |
| Your presentations will stand out with 2D and 3D clip art, special effects, animation, ... Slide show Animation and Effects bring your presentation to life. ... |
| www.openoffice.org |
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| PRESENTATIONPRO - experts for Microsoft PowerPoint |
| A series of products and services to help enhance PowerPoint presentations with templates and backgrounds. |
| www.presentationpro.com |
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| Leadership - Presentation Skills |
| Presentation, PowerPoint, and Leadership. ... Presentations and reports are ways of communicating ideas and information to a group. But unlike a report, ... |
| www.skagit.com |
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| Presentation: See what people are saying right now on Technorati |
| See all blog posts tagged with presentation on Technorati. |
| www.technorati.com |
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| Secretary of State Addresses the U.N. Security Council |
| My friends, this has been a long and a detailed presentation. And I thank you for your patience. But there is one more subject that I would like to touch on ... |
| www.whitehouse.gov |
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| Rubric |
| Organization, Audience cannot understand presentation because there is no sequence of information. Audience has difficulty following presentation because ... |
| www.ncsu.edu |
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| Presentation Skills |
| Presentations are one of the first managerial skills which a junior engineer ... This article looks at the basics of Presentation Skills as they might apply ... |
| www.see.ed.ac.uk |
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