Archive for Health

Overcoming Objections Naturally

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In Sales 101, it’s all about overcoming objections.

The real objection to buying

isn’t addressed during the close. The real objection to signing up isn’t overcome with answers to objections. If it’s there at the beginning, it must be overcome during the talk. Simple.  The real objection has to be dealt with through the 5 steps of sales. All sales. Sales Copy and Web Copy are the same way. You’ve got to overcome the hidden objective. How? Well…

Picture this: You are reading a letter. It’s hitting all your needs. It’s hitting all your hidden questions too. But you don’t buy. Why? The ” Buy Now Button” flashes and you ignore it. You read on. You hear all about their great successes. You see cool photos, and you read amazing claims of success, and then they hit you with it.

The Deal.  You read you kind of like what you see. They do it. They make you The Big Offer: If you buy today, I’ll give you an exclusive deal. If you sign up today, I’m giving you so many bonuses you can’t say no. It reminds me of one of our favorite closing lines: “What is in the way of our doing business today?” or “What is in the way of my earning your business today?”  The lines roll right off like I’ve been saying them for decades. And I cringe every time I hear it asked. It’s the same as that flashing BUY NOW button. What’s stopping you?

WHAT MAKES YOU PAUSE? What is that real objection that overrides all others?

That’s what you need to know. That’s what you need to know about YOUR buyers too. Why didn’t they buy? Did they leave the page to come back later and still didn’t buy? We need to know what is going on!  It’s subtle, but it’s the deal killer all the time. In fact, if you have it with me you are still reading. If not, you are impatiently wanting to know the bottom line so you can say no. Smile! It’s true. I get it.  That one hidden objection is the one that you have to solve or no deal. Period.

I heard it just last week: “Other people are literally taking out loans to buy this coaching program. Some are taking out mortgages to ensure they can get in on the deal.” As soon as I heard it, they lost me. They hadn’t built the right mix.

I sucked at sales until I learned this secret. I sucked at buying decisions, too. That’s why I am confident that my persuasive writing is what will help you win more clients, elevate your sales, and build your self-confidence.  I learned the hard way. You don’t have to. In our writing process, you will learn these same invaluable business tools.

I give you that one thing that lowers that natural resistance. I give you that resistance softener so powerful that surface objections fall away, and decisions flow. I don’t need to already know your product — you have all the background information. I get to have my way with words and provide for you that artistic persuasive writing that makes you better and bigger and takes you beyond.

Ready to know what that one little thing is?

Overcome objections with the right words.

Words that overcome objections are golden when they build on this one time-tested secret.

It’s TRUST!

TRUST!
Drilled into me during my sales training days, it still rings true.
There is a way into the process that opens doors, opens hearts, and takes a sales process into a consultative spin indecision-making. It’s all in the process.
If you don’t establish trust, you aren’t going to sell anything.

I help you elevate your web content and marketing information to a new level. A level of compelling trust. A level where your buyers instinctively know they can trust you.

Nancy helps clients overcome objections

Nancy Lamb – writing every day

You provide the product, I’ll provide the content, and we’ll work with integrity to make your customers happy.

I am always eager to create new marketing strategy and consult with new clients. If I can give you a few tips, you may not need me to write for you. If you hate writing, let me do that.

I’m a marketing consultant.

 

Credible. Reliable. Current. Medical info you can trust

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Doesn’t it just make sense that you would learn as much as you can about a medical concern? That information is readily available. Credible. Reliable. Current. Medical information you can trust – and your doctor should too!

Have you ever heard these exclamations by your medical practitioner? “Be careful of what you read on the internet. That’s just internet hype.  You can’t trust what you read; why do you keep researching this; you should stop researching  – it just scares people…. ”

Has the staff at your doctor’s office looked at you like you were the crazy, nagging spouse who interferes with doctor / patient discussions?
Honestly, if our doctors did any research on the symptoms presented routinely years, we wouldn’t have had to do anything but check in and say Ahhh. But the docs don’t do discovery, and they never fully explain anything.  Of course, I am going to do research.  Wouldn’t you?

Here’s part of my story: After 7 agonizing years of anguish,  Rick’s doctor at the Virginia Mason basically told me he had no idea what else to consider, he had given up.  I begged the doctor to do more research. I begged him to consult with colleagues. His response: “I’m sorry, I have done that and I have no idea.  Clearly something is wrong. It is not psychological, but I don’t know what else to do.”  The truth was, had he been a bit more open to looking at all of the symptoms as a whole — and did his due diligence, he would have figured this out long before his final hand wave and massive blow off.  I sit here writing and researching instead of working. I sit here learning as much as I can about managing home health care, dealing with chronically ill spouse, and seeking a pathway through a horrific maze of no diagnosis, no cure, and worse – nowhere to turn for any help.  Dealing with trying to line up help.

I sit here writing and researching instead of working. I sit here learning as much as I can about managing home health care, dealing with chronically ill spouse, and seeking a pathway through a horrific maze of no diagnosis, no cure, and worse – nowhere to turn for any help.  Dealing with trying to line up help. Disability Insurance takes nearly 2 years just to get a court date on an appeal? YOU BET I AM DOING MY DUE DILIGENCE

OF COURSE I AM GETTING ANGRY. I’m tired of the games. It’s also what makes me an expert researcher. And it’s how I came across this toolkit.

This leads to the ultimate question about credibility. When your doctors don’t know, but get uppity because you are doing research, something is wrong. Don’t you just want to scream: If you were doing your job, doctor, I wouldn’t have to do all this research!!!”

I found the ultimate solution for the private citizen.

The National Insitute On Health and Aging has provided that solution. It’s actually a class in a toolkit format and I can offer this anywhere that the students have a computer and internet access.  In many cases, they may bring their own laptop or tablet device.  In some cases, the institution may offer computer access.  What I have is the total class, available to deliver as training class complete with handouts, tip sheet, and led training.

One of the course resources is available to everyone at no cost, whether you take the class or not.
Did you know that you can get credible health information online, all the time? The next time a doctor or nurse disparages you for internet research, you just tell them that you got your information from the US NATIONAL LIBRARY OF MEDICINE – and that their information is the most up to date available.

MEDLINE PLUS is offered by the US National Library of Medicine — and provides a plethora of CURRENT and ACCURATE information on health topics, medicine, and more.

National Institute for health – Seniors  “This website will open the valuable resources of the NIH to great numbers of people over 60 who use the Internet to learn more about their health and aging.”
Richard J. Hodes, M.D.
Director, National Institute on Aging

My class offering:
Screen Shot 2015-12-21 at 11.31.13 AM

The National Institute on Aging has provided a toolkit targeting adults over 60 to help them find accurate, up-to-date online health information—on their own. It’s great for all adults and focuses on teaching older adults internet research skills – at their pace.

No more second guessing. Seniors, their families, and caregivers can easily:
• Build their Internet skills
• Search websites at the National Institutes of Health for health and wellness information
• Learn to evaluate the quality of online health information

First of all, there are many resources online. We all know about WebMD — a for-profit medical resource which usually pops up in the first few hits. We also know about all the other for-profit sites or adjunct sites from well-known hospitals. The Mayo Clinic, for one, offers a myriad of great health information.

But how often do we go to the doctor with a little research in our pockets — only to be warned that the “internet” isn’t a good source. And the truth is these doctors go to the internet or to other doctors who then go to the internet. With information so readily available, the doctor’s disdain is not only unwarranted, it is highly suspect of being ego driven.

If you would like to provide this program at your organization for a reasonable price, please contact me as soon as possible. I’m scheduling the next quarter now.  You can offer this as an employee incentive, and it may qualify you for a tax discount along with other employee wellness incentive programs.

 

Juicing Good – Juicing Extreme Not so Good

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From the health files:
My Healthy Living Expertise comes from a long line of health nuts in my family, formal education in nutrition, and decades of experience juicing, working out, sweating, and a whack at nearly every popular diet that has been out there. I followed sometimes strict and extreme protocols. I normally focus on a balanced lifestyle.  


TooScreen Shot 2013-03-27 at 8.35.57 AM many health coaches and weight loss programs are touting the ‘benefits of detoxing with juicing’ that I have to jump in and speak some truths. It’s my mission to live as healthfully as I can. I can’t control everything that happens, but I can make healthful choices. It’s my experience that most good things can cross a line into extremism – and that’s where they go bad. 

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