Nurturing – Part II.\u00a0 while reading Thomas Freese’ book, The New Era of Salesmanship,(See Review) he made a point about how prospects can lose interest quickly after that first very successful phone call.\/contact\/trade show meet. We have all experienced it.\u00a0 He goes on to emphasis\u00a0 that the sales person needs to\u00a0 constantly renew the pain solutions and implications to the client of not proceeding\u00a0 and why thats important to him during the\u00a0 of the sales process.\u00a0 Folks are busy and have lots on their plate , so urgency will diminish.\u00a0 You remember all that you have said to client, bu tits likely they have not.\u00a0 Nurturing programs give the client a regular “shot” of reasons why they should consider your solution.\u00a0 The message is a silent assistant to the salesman, helping to maintain the urgency. You are looking to take some of the client mindshare over time.<\/p>\n
I am learning (??) Spanish and this has some bearing. I have found that to learn a word I have to concentrate and use it in context\u00a0 over 16 times\u00a0 (So I am told).\u00a0 Now I want to learn and I am focussed, but its hard for this engineer. How much more difficult is it for your messsage to penetrate a target when they are likely initially less motivated to act on your product than I am\u00a0 to learn a new language?.\u00a0 In your Nurturing program, your message has to create curiosity ain the target and ensure that you are seen as something different from all the other noise in a prospects work life?\u00a0 Its simple, but hard to do right.<\/p>\n","protected":false},"excerpt":{"rendered":"
Nurturing – Part II.\u00a0 while reading Thomas Freese’ book, The New Era of Salesmanship,(See Review) he made a point about how prospects can lose interest quickly after that first very successful phone call.\/contact\/trade show meet. We have all experienced it.\u00a0 He goes on to emphasis\u00a0 that the sales person needs to\u00a0 constantly renew the pain […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/504"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=504"}],"version-history":[{"count":0,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/504\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=504"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=504"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=504"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}