In the Arena Podcast with Anthony Iannarino | Sales | Marketing |Business Coaching | Sales Management | Teamwork | Success |Revenue |Profits
About This Show
If you want to learn the most current and powerful sales techniques and mindsets from the top professionals in the business, In The Arena is the place to find them. Host Anthony Iannarino is himself a successful and consummate sales professional with the know-how and experience to coach you on your way. But more than that he interviews the top authors, salesmen, sales managers, and experts in the fields of B2B and B2C sales to give you the edge you need to move your numbers and profit to the next level. In the Arena is for you. Find out more at http://TheSalesBlog.com.
Most Recent Episode
Derek Thompson on How Things Go Viral and The Science of Popularity – Episode #103
< 1 day ago
We've all experienced those crazy scenarios when something goes viral - in the old days, we said it was extremely popular or a tremendous hit. We're talking about things like Cabbage Patch Kids, Beanie Babies, or hit albums on the Billboard Chart. What makes them go viral? What makes them so popular? Derek Thompson says the answers to those questions usually surprise people. That's because there is more of a science behind it than you would think. This episode is extremely practical for salespeople because it demonstrates the human tendencies that contribute to popularity and Derek is very skilled at applying it to the sales world. You'll want to hear this episode.
Sales professionals need to understand the “Mere Exposure” effect: The mere exposure of any stimulus biases us toward that thing
Have you ever wondered why some of the bigger brands plaster their logo across a billboard with no particular "ask?" It's because of something called the “Mere Exposure Effect.” Science has proven that when a person, in this case, a consumer, sees the same company in a positive light repeatedly over time, then when they notice that brand on the shelf at the grocery store their purchasing decision is much easier because they've become familiar with the brand. The mere exposure they've had to it makes it trustworthy in their eyes. Derek Thompson unpacks these kinds of scientific findings and applies them to the sales world for us, on this episode.
When people are interacting with a product or service they want an element of familiarity, in spite of looking for something new
Everyone seems to be interested in the latest movie or the newest gadget. There's something about new products and services that intrigues us. But Derek Thompson says that the science demonstrates that though people are indeed looking for something new almost all of the time they are also more likely to adopt the new thing if it has an element of familiarity to it. Steve Jobs knew this when he created the first desktop computer. He said that it had to say "Hello" and it had to have a face. By designing his computers with those features, the Apple Computer Company was a novelty that was also familiar to users - and the computers sold like hotcakes. You won't want to miss Derrick's explanation of how this principle applies to your role as a salesperson. Be sure you listen.
To sell something surprising, make it familiar. To sell something fami