Messaging is the key

The Delta Point Reality

Messaging Is The Key

If knowledge is the sales deliverable, then knowledge shared means sales goals achieved. Messaging is the key that opens the customer’s door and allows the sales person to share what they know in order to build relationships with their customers — relationships that will pay dividends for years to come.

Messaging is taking the core knowledge about a product, brand or subject matter and communicating it powerfully. This means choosing the right words — words that will help an audience or customer embrace the message, one that will engender thinking and change behavior. This should be our goal whether we are selling a product or persuading others to adopt our business ideas.

Words Matter!

Mark Twain once noted, “The difference between the almost right word and the right word is really a large matter — it’s the difference between lightning and the lightning bug.” When we consistently say the right thing, at the right time, in the right way, we are more persuasive — and we sell more. So what is the right thing? How do we get to the point where our words have the effect we want on a more consistent basis?

Delta Point helps its clients to “say the right thing” by teaching them to:

  • Combine the right intent with the right content
  • Gain their customer’s good will by creating an atmosphere, climate or mood that results in trust
  • Determine what specific combination and sequence of words will change behavior and achieve sales success

Finding and using effective words requires preparation… lots of preparation. The right words require practice. After sessions with Delta Point, your sales people may not create another Gettysburg Address, but they will create powerful and persuasive messages that are more likely to change customer behavior.

Read more about Knowledge and Relationships.

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Lession1 Image NEW! Download our white paper
“Strategic Sales Message Development”
to learn why words matter.

“I learned more in one hour on how to differentiate [product] and how to approach difficult customers than I did during my entire training. Thank you for making a difference.”

—B. Crowe

Senior Sales Specialist

Click to download “Sales Messaging – the Key to Selling Excellence” White Paper

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  • …I was talented but raw until I started working with you and reading your books. Thank you for giving me success in my life.

  • The physicians seem to be more willing to share information. When I ask in the ways you’ve suggested, I’m also able to get into a deeper conversation with the doctor, even the non-committal ones.

  • Today I wanted to share with you 6 rules that if followed, greatly increase the likelihood that you’ll achieve your goals and make your dreams come true.

  • Since our work with Delta Point began, our sales have consistently increased despite significant competitive activity.

  • Since our work with Delta Point began, our sales have consistently increased despite significant competitive activity.

My Point Exactly!

A Weekly Blog by Jerry Acuff

All conversations are voluntary

All conversations are voluntary. We sometimes forget that fact. When we make an appointment to talk to a customer, we tend to rely on that fact and assume that the person will be interested in talking to us. But your customer likely did not intend to sit through a monologue. You want to have a sales conversation—which means that both of you talk and both of you listen. As the sales person, you want to foster an environment in which great conversations can occur between you and your customer/prospect.

Read the blog article →

In the News

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  • Spend a few minutes watching this great video, “Put Relationships First, Business Will Follow”, by clicking here.

    http://www.5min.com/Video/Buddy-Media-Founder-on-Why-You-Should-Give-More-Than-You-Get-517170137

  • The Relationship Edge named one of the “50 Best Business Books for Women”.  Read the article by clicking here.

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Why Work with Delta Point

Greater Sales

Since our work with Delta Point began, our sales have consistently increased despite significant competitive activity.

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