"Cargo Cult' Sales & Marketing

During WW II cargo dropped from the sky in the South Pacific and Indonesia. The shipment included clothing and food from the U.S. government and also humanitarian missions. This phenomenon drew the attention of the local tribes who became known as "Cargo Cult" because they always stood waiting for the next package.

These tribes believed the cargo came from their ancestors and if they erected a landing strip, air towers, and planes made of bamboo then the cargo would appear because this is what it was like the last time they received a package. The cargo appears as a way of mysticism and magic instead of hard work and ingenuity.

In business we can wait for ideas to magically appear or we can produce the "cargo" ourselves. "Cargo Cult" Sales and Marketing blog was created to talk about the essentials for successful sales and marketing professionals. It covers some tips and observations to be more effective in your endeavors.


Wednesday, November 10, 2010

How to Win Friends and Influence People by Dale Carnegie



I read this book the first time a couple of years ago and I have been really trying to incorporate its principles in my business. Over the next couple of weeks I will cover the series of principles I have learned from the book.

Today I would like to talk about;...

"Arouse in the other person an eager want"

Basically this means you want to create a desire in the other person to want something you have or to want you to do something for you. Now this is easier said than done, there have been many people who have read the book, but few who can master it. Here are some steps to mastering it...

1- Know what the person wants
2- Present yourself in a way that will attract the person to you, your product, or service
3- Follow the sales process...1- Build Rapport, 2- Provide Value, & 3- Close the Sale
4- Execute...it is easy to read the blog and think of how it should be done, but it is quite different to do it in the real world.

Good Luck!
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1 comment:

  1. AnonymousNovember 10, 2010 at 11:48 AM

    Steve. I love Dale Carnegie. In this process of "arousing an eager want," I think it's easier to do so if we are good story tellers. A guy by the the name of Roy H. Williams says, "the secret of human persuasion is to cause people to imagine doing what you want them to do." I love that addition to what I learn from Carnegie and it's increased my effectiveness. You're awesome. Keep it up.

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