"Perceived Value?"

> John, you are right...we are all getting
> 'innoculated' against sales pitches.

> We are bombarded with them. We have read
> (sorry skimmed)soooo many.

> OK, I understand that being a student of
> selling its my job to recognise the
> 'tactic's that most use. In fact most of the
> time I am embarrasingly so far ahead of them
> 'cos its all the SAME.

> It's the same offline too.Local businesss
> owners see another cold call sales pitch
> coming and have worked out more ploys for
> saying 'no' politely than the salesman can
> ever cope with. They are ahead of them and
> can see everything coming!

> The same goes online. So if you are using
> exactly the same tactics as everyone else
> you are more likely to insipre a yawn than a
> sale. You KNOW what I mean...

> HEADLINE - PROBLEM- TESTIMONIALS- SOLUTION-
> BULLETED BENEFITS- TRIAL CLOSE- BONUSES-
> CLOSE

> So we skim. We learn how to avoid the
> 'formula'. I want to know if I am interested
> in the problem then I go to the benefits and
> then to the bottom of the page...studiously
> ignoring the bonuses.

> If it represents value I buy...if it doesnt
> I dont.

> I wince as I see the 'herd' using yesterdays
> tactics in the information age. ie as it
> gets tougher to sell anything because of the
> sheer number of 'pitches' the 'herd' use
> MORE hype as an attempt to sell more...

> Not realising all they are doing is adding
> to the problem by using the same old tired
> ploys... and of course not selling much in
> the process :o)

> Its advesarial selling that went out in
> the...well decades ago anyway

> You have to be different and have NEW tools
> for the job because the territory has
> changed *forever*

> Great thread again

> Regards
> Andy

to create products that really are best of their class. The problem is that there is a lot of mediocre products out there that have to rely on "strong" marketing to attract any attention at all (and most likely few sales).

People with out-standing products don't have to do that. The benefits of the product are carried along at street level by the people that are using/consuming them.

Take care,

Mike Winicki