Dear {FirstName},

We hope you've been enjoying your Monday Morning Motivator. If you've received this issue for the first time - welcome aboard! It only takes a couple of minutes to start your week off right with the MMM! Be encouraged by the success or great ideas of others in your business community.

The Sales Trump vs Donald Trump

This week we share a strategy from Jeffrey Gitomer that could make you millions of dollars!

Ever play pinochle or bridge? Spades or whist? These are card games that employ 'trump.'

The lowest card in the trump suit can take the highest card in any other suit. Trump is powerful, and if played right can give you an extreme advantage in the game you're playing. Especially the game of sales.

Sales Trump is about playing your best card at the moment the sale can be won or lost. I use the analogy of trump for anyone who has ever played bridge or pinochle or other card games where the trump card overpowers all the other cards that have been played.

The best example of sales trump is a video testimonial. In my seminars, after I talk about the topic, I play actual video clips that not only eliminate any fear or objection that a prospective customer may have, they also offer proof (testimony) that my value is greater than my price.

How much video do you use? How many video testimonials do you have? Your answer is probably somewhere between very few, not enough, or none. Big mistake.

Video is everywhere. And it's beginning to dominate the Internet. The YouTube founders are billionaires. Video surveillance cameras are the primary PROOF of identity. "Caught on tape" is a phrase associated with certain guilt. And, if you do it right, video makes sales.

Your examples may be a customer who used your competitor and then switched to you. It may be someone who paid a higher price for your product or service because of their perceived value.

Take a moment and write down what your sales trump might be, and which customers might be willing to speak about it on video. Then take another minute or two and a write a one or two sentence game plan in order to implement the strategy immediately after reading this.

I guess you can't help but think of Donald Trump when reading this. Whatever you think of him, you can't knock his branding. But the question is: Does Donald Trump need sales trump?

REALITY: Donald Trump is already in the winners seat - he can use personal power to impose will and pressure to say yes. His stature, his wealth, and his reputation can create deals that others can only dream about.

BUT... I'll bet The Donald doesn't think he needs video to support his claims - and if he enters a meeting with you as the prime competition, and you have several video clips that prove his facts to be "shaky" - you could actually trump Donald Trump. That's the power of sales trump. That's the power of video.

Here are the 3.5 keys to the sales trump process:

1. Identifying what trump you need.
2. Identifying the customers that could be players.
3. Filming, editing, and possessing the trump.
3.5 Playing the trump at the right moment.

Here are two ways to use sales trump to differentiate from and even destroy the competition:

In your sales presentation.
The prospect will have barriers. Price, other supplier loyalty, and multiple proposals are the big three. Proactively admit to these and have videos that prove your value. Display that customers switched from other vendors to you and love you, and that customers chose you without going through the proposal process. Play these videos at the END of your presentation.

When a proposal is necessary.
Tell the prospect that you are providing them with a video from existing customers to support every claim made. Add the DVD to your proposal. Ask your prospective customer to make all other bidders prove their claims in video as well. SCRIPT: "Mr. Jones, anyone can make a claim. Me included. But very few are willing or able to PROVE their claims. In our proposal, we make several claims, all of which are backed up with customer video testimonials to support them. They even support why our price may initially be higher, but that our long-term cost is lower, and our value is greater. To be certain you make the best choice, please request all other bidders are required to do the same."

When do you play your trump? The easy answer is: when the time is right. The worst thing you can do with trump is play it too soon.

Okay, we've just given you one of the most powerful selling concepts on the planet. And you're probably not using it much - or at all. So, what are you going to do about it?

Give us a call, we're here to help!

One more thing. Pray your competition isn't reading this.

Have a great week unless you choose otherwise.

Drago

PS - Click Here to see our latest commercial for White Rock Honda.

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Success Profile

This week we profile Carissa Reiniger and her company Silver Lining LTD. Silver Lining helps entrepreneurs create and execute one year growth plans for their small businesses using their Silver Lining Action Plan (SLAP) model. The (SLAP) is made up of three sections:

- One-Year Goal
- Target Market
- 12 Month Action Plan

To find out how Carissa and her team help small businesses and entrepreneurs achieve success go to www.silverlininglimited.com

Also you can join us in Vancouver, Wednesday, April 22 /2009 from 6:00 pm - 9:00 pm for a FREE Seminar where Carissa will guide you through practical strategies for growing your business that have been used by hundreds of successful entrepreneurs.

During the seminar, you will create and complete your own one-year action plan for growth that you can take home and begin to execute in your business. This seminar is regularly $1000.00 but Carissa is generously offering up this seminar FREE OF CHARGE!

Space is limited so be sure to register today! To RSVP, email committedtour@silverlining.com

For more information about the tour, dates and other cities please Click Here!

The Adam Advertising Group is proud to play a small role in the on-going success of many of the companies featured in the MMM.

Can The Adam Advertising Group help your business, or do you have a success story we should hear about?
Contact Drago Adam at drago@AdamAdGroup.com
or call 604 937 -8886 or 1 866 923 - 6477

PS : We wanted to say Thank You for sharing your Monday Mornings with us. The MMM started three years ago with 35 subscribers, today's issue is going out to over 18,832 Weekly Subscribers.

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