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The Forgotten Art of The Infomercial

The Forgotten Art of The Infomercial

October 02, 2024

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Ever delivered a sales pitch while riding an elephant or walking an exotic tiger? Probably not – and you don’t need to! But… that’s a huge part of what made Cal Worthington a renowned car salesman back in his day. He owned a chain of car dealerships in southern California and is credited for changing the advertising industry with his off-the-wall style. If you were to try that (let’s be honest) it probably wouldn’t work out. But there’s a lesson here: Don’t forget to be yourself. Everyone is unique. So find what works for you!

In Today’s Jam

Sales Tip of the Day: High Leverage Activities
The Sales Lab: 4 Things You Can Learn From Infomercials
Weekly Poll: Sales Coach Anyone?
Sales Q&A: Most Powerful Piece of Sales Advice?
7 Sales Techniques to Sell to Anyone
Today’s Story & a Sales Scene

The Sales Lab🔬: The Forgotten Art of the Infomercial

When was the last time you watched an infomercial?

Better yet, when was the last time you considered how effective the selling formula of an infomercial actually is?

David Priemer is the author of a book called “Sell the Way You Buy”, and in that book, he breaks down how infomercials present one of the most effective selling methods in the world.

The crazy part is he isn’t overselling it whatsoever. This stuff is legit.

Formula below 👇🏻

Step 1 → State the problem → Can’t save money.
Step 2 → State ideal solution → Hire financial advisor.
Step 3 → State the problem with ideal solution → Expensive + overkill
Step 4 → State YOUR solution → savings app

Apply this to Your Solution

When applying this to your own situation, you will already know what the problem is (assuming you’ve done the work).

Next, you’ll want to state the (perceived) ideal solution. Afterward, you agitate the prospect by stating that that solution isn’t quite the right idea i.e. too expensive, too cumbersome, powerful but inconvenient, whatever it is,

The process will look something like this:

Revisit prospect’s pain → State ideal solution → state problem with ideal solution → present YOUR solution ✌🏻

Do you have a sales coach?

Sales Q&A

Most Powerful Piece of Sales Advice?

It’s Time For That Dream Sales Job…💼

Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.

Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.

Turn LinkedIn into your #1 acquisition channel!

Waalaxy is the #1 automated LinkedIn prospecting tool, with +150K users and 1M campaign launched.

One of their top features?

An AI assistant that creates messages as compelling as those from top sales experts.

After analyzing thousands of messages written by their users, Waalaxy found the average response rate was <15%.

The reason? Poor prospect qualification and robotic messages.

Their AI fixes all that in seconds.

The result: messages that boost conversions.

Let the app do the work for you.

Launch your first campaign

Game Changers of the week🔥

The Five Secrets of a Sales Coach

Hilmon Sorey and Cory Bray team up to put together one of the better books on sales coaching. It speaks from a sale’s manager’s perspective (one who’s at the end of his rope). Their breakdown of improving sales teams is invaluable to anyone responsible for equipping sellers with the mindset and the skills they need.

7 Sales Techniques to Sell Water to a Well

Sure, YouTube videos can be about as productive as watching a dog chase its own tail. But every now and again, there’s that top-tier compilation of sales influencers dropping gems, free of cost, from how to position yourself as an expert, and therefore, win the trust of customers, to the key reasons your entire pitch should be centered around value. Watch it here.

We Outside 🗣️ (Outside Sales Statistics)

77.7% of attendees say in-person B2B conferences are best for networking (Bizzabo)
- Translation: Even with virtual events gaining popularity in recent years, in-person networking opportunities are still heavily preferred by industry professionals. These events are something to be worked into your funnel. We’ve spoken about ways sellers can leverage their opportunities in these spaces.
80.4% of B2B event organizers say in-person events are the most impactful marketing channels (Bizzabo)
- Translation: Not only are in-person events preferred but they are among the most impactful marketing channels according to organizers. This reinforces our previous point.
94% of B2B event organizers use “pipeline generated” as their key success metric (Markletic)
- Translation: These events are also a great place to potentially generate strong sales qualified leads (see our first point).

Sales Funnel Template & Examples For 2024

If you need a refresher on what a well-oiled funnel is supposed to look and run like, check out this guide. They even throw in a sales funnel template for you (no strings attached). Get it here.