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Monthly Archives: May 2013

The Art of Attention Part 2

Professional Marketing Associates Posted on May 5, 2013 by Joe ArakOctober 10, 2014

The classic sales acronym AIDA: Attention, Interest, Desire and Action, puts attention right where it belongs — at the very beginning. If you want to tell your story and influence people, you’ve got to first get their attention. But what … Continue reading →

Posted in Business intel | Tagged AIDA, Anxiety, Attention, Cognitive participation, Communication, Focus, Glengarry Glen Ross, Incentives, Insurance, Meetings, Motivation, Neuroscience, Organization, Productivity, Sales, Sales intelligence, Sales training, Social science, Time management, Winifred Gallagher | 2 Replies

The Magic of Reciprocity

Professional Marketing Associates Posted on May 3, 2013 by Joe ArakOctober 10, 2014

When Don Corleone agrees to grant a favor to the neighborhood funeral director in the first Godfather movie, the Don is creating a future obligation on the part of the undertaker (and certainly one he won’t be able to refuse). … Continue reading →

Posted in Customer service | Tagged Building trust, Business relationships, Client relationships, Emotional participation, Generosity, Incentives, Influence, Insurance, Insurance marketing, Marketing, Motivation, Promotion, Robert Cialdini, Sales, Sales intelligence, Social science, The Godfather | 1 Reply

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