Diagnose your email personalityPresentation Transcript
Diagnose Your Email Personality Sales Meeting August 1, 2011
Diagnose Your Email Personality Openness to Experience: Willingness to entertain new ideas Enjoy exploring fantasies and adventure Appreciate the arts Conscientiousness: Punctual, neat, and attentive to detail Can be counted on to complete what they start Extraversion: Outgoing, sociable, and willing to self-disclose. They're typically happy and optimistic. Agreeableness: Easy-going Immune to the aggravations that come from everyday annoyances Calm and level-headed. You won't hear much complaining from them Neuroticism: Prone to excessive worry, anxiety, Feel that others don't like them Pessimistic, always expecting the worse. Tend to ruminate over their perceived failures High in self-doubt. Most people are a combination of the Big 5 Traits
4 E-mail Behaviors You Want to Avoid Don’t fake urgency with your subject line. Messages may soon become “the boy who cried wolf” if constantly marked important but lack critical importance Give the person time to respond. Don’t call or e-mail right away If you need an instant response to a message, pick up the phone in the first place.
4 E-mail Behaviors You Want to Avoid Don’t have an auto response for every message. Setting an auto response that goes out when you receive an e-mail can give you extra time to respond Start a new e-mail chain for messages. Pressing the “reply” button to an old e-mail chain to keep all correspondence in one place seems like a good idea but can send the message that you are lazy, disorganized, etc. When e-mailing a customer, start a new e-mail that reflects an appropriate subject line when a new issue is being discussed
Pain Compartment Sandler Training Video Role Playing Experience
The Pain Compartment Not talking about physical pain, but an emotional response What problems are they trying to solve? What is the cost to them for not fixing the problem? Buying decisions are made to relieve some form of pain An unfulfilled need can become a pain
VIDEO The Pain Compartment Sandler…LIVE! Featuring Dave Arch
The Pain Compartment Pain Funnel is a graphic representation of question flow Techniques Reversing “Dummying-up” Negative Reversing
Pain Questions Tell me more about that… Can you be more specific? Give me an example. How long has that been a problem? What have you tried to do about that? And did that work? How much do you think that has cost you? How do you feel about that? Have you given up trying to deal with the problem?
Pain Point Marketing Direct Mail/Neighborhood Farming The counter at reception areas Anywhere that they might catch the eye Put magnetic cards on the interiors of the elevators Produce a series of postcards for greater impact