Irish women in business is a network for professional business owners dedicated to helping YOU win more business. Keeping you informed, helping you with problem solving, mentoring, member to member discounts, referrals, cost effective advertising and MUCH more.
News + Articles

Addressing Sales Resistance, Tough Questions And Objections

07 August 2015 BY Editor
It's your choice: View sales objections as reasons why the prospect won't buy, or view them as clues to what is missing in your presentation. Read full story

A Fantastic Initiative, A Credit To The Founders

“It is always a great pleasure to meet like minded people and this forum is full of them. The organisation… Sean Gallagher - Dragon's Den. Founder and CEO of Ireland's largest home technology company, Smarthomes.

Easy to navigate and full of useful articles for advice

Making the transition from employee to boss has been made so much easier by the help and support of the… Laura Monk - Butler Monk Solicitors

I cannot recommend membership of IWIB enough

IWIB has been invaluable to my business over the last few months. I have had a number of referrals from… Sarah Staunton - SPS Solutions

Nine out of ten cats prefer

25 May 2010 Posted by: Editor
Nine out of ten cats prefer

Trivia time: The average Irish Person watches in excess of 30 hours of every week. The most popular programmes on Irish TV are programmes such as 'Coronation Street', 'The Late Late Show', 'Fair City' and 'Who Wants to be a Millionaire'. All these shows are on commercial channels, which means that they are frequently interrupted by advertisements. The people who produce the 'ads' for TV channels are aware that TV audiences have short attention spans and low tolerances for boredom - so they only have 15 to 30 seconds to develop interest, show how their products fill a need, and close the sale. They use comedy, music, on going story lines, animation, well-known personalities, and anything else they think will keep you watching.
Whether you advertise on television or not, you can learn a lot about sales just from watching commercials. Study what you see on television and see how you can apply it to your own selling.

* What words are used?
* How do advertisers make their points so quickly?
* What do they do to keep viewers' attention?

Some of the lessons television can teach us:

* Social Proof. - 'Nine out of ten cat owners prefer XXXXXXX'.
* Use testimonials whenever possible. People believe other people and trust their preferences.
* Visual Impact - People remember what they see better than what they hear. If they can actually touch the product and try it out, you are another step ahead.
* Keep as much product on-hand as possible.
* Show the customers how it works and when possible, let them try it.
* Keep it short and simple.
* Take a break - take a "XXX XXX". Don't data dump your customer!. Remember that attention spans are short.
* Know your product well enough to be able to highlight its best qualities quickly and clearly.
* Repeat for impact! Television advertisements repeat their messages more than once in a commercial ( "The XXX detergent doorstep challenge", "XXX whiter than white" New / improved XXX gives a whiter than white brighter finish"
* Ask for the business. Television advertisements are filled with closing lines: "This weekend only!", "For a limited time only!", "While stocks last!"
* After your presentation, try to close the sale. That doesn't mean you have to be as pushy as some of the salespeople on television, but the best way to make sales is to ask for the biz!

Return to News list

Enjoy this post? Share it with others.


Submit Comments



Remember my personal information Notify me of follow-up comments? Please answer the security question below: