From Bill SerGio, Marketing Man
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:cool:In response to comment by Michael... I sold a course on TV that was very successful and based on a Hostage Negotiation Training Program used exclusively by the F.B.I. and Secret Service and the MAIN principle of this hostage negotiation course explained that you DO NOT GIVE the person holding a hostage what they "WANT"--NEVER! You find out what they NEED and give then what they NEED and NOT what they WANT. I thought this subtle distinction was strange myself between "WANT" vs. "NEED" but it is the first principle in every hostage negotiation manual. For example, the guy holding hostages might say "I want an airplane and a million dollars!".. but he will never get this and the hostage negotiator is trained to NEVER say yes to this! The correct approach according to every hostage manual is to determine what the person needs--a good lawyer for example, and offer ONLY that instead which works. When the guy says, " I want a million dollars and an airplane.." You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." This is the approach---to give the consumer what they NEED and NOT what they SAY they WANT. In creating software, it is not what the user SAYS they "Want " that is what you need to start with--you must start with what they "NEED." People always buy based on what they need and not what they want! Bill SerGio
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:cool:In response to comment by Michael... I sold a course on TV that was very successful and based on a Hostage Negotiation Training Program used exclusively by the F.B.I. and Secret Service and the MAIN principle of this hostage negotiation course explained that you DO NOT GIVE the person holding a hostage what they "WANT"--NEVER! You find out what they NEED and give then what they NEED and NOT what they WANT. I thought this subtle distinction was strange myself between "WANT" vs. "NEED" but it is the first principle in every hostage negotiation manual. For example, the guy holding hostages might say "I want an airplane and a million dollars!".. but he will never get this and the hostage negotiator is trained to NEVER say yes to this! The correct approach according to every hostage manual is to determine what the person needs--a good lawyer for example, and offer ONLY that instead which works. When the guy says, " I want a million dollars and an airplane.." You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." This is the approach---to give the consumer what they NEED and NOT what they SAY they WANT. In creating software, it is not what the user SAYS they "Want " that is what you need to start with--you must start with what they "NEED." People always buy based on what they need and not what they want! Bill SerGio
One more thing... WANT vs, NEEDS I want a Rolls Royce... but I am going to buy a Ford! See my point?:cool: Bill SerGio
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:cool:In response to comment by Michael... I sold a course on TV that was very successful and based on a Hostage Negotiation Training Program used exclusively by the F.B.I. and Secret Service and the MAIN principle of this hostage negotiation course explained that you DO NOT GIVE the person holding a hostage what they "WANT"--NEVER! You find out what they NEED and give then what they NEED and NOT what they WANT. I thought this subtle distinction was strange myself between "WANT" vs. "NEED" but it is the first principle in every hostage negotiation manual. For example, the guy holding hostages might say "I want an airplane and a million dollars!".. but he will never get this and the hostage negotiator is trained to NEVER say yes to this! The correct approach according to every hostage manual is to determine what the person needs--a good lawyer for example, and offer ONLY that instead which works. When the guy says, " I want a million dollars and an airplane.." You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." This is the approach---to give the consumer what they NEED and NOT what they SAY they WANT. In creating software, it is not what the user SAYS they "Want " that is what you need to start with--you must start with what they "NEED." People always buy based on what they need and not what they want! Bill SerGio
Bill, That's really FANTASTIC - you are so SMART, and I feel that I HAVE learned so very MUCH from you. THANK YOU! And remember: qoH vuvbe' SuS ¡El diablo está en mis pantalones! ¡Mire, mire! Real Mentats use only 100% pure, unfooled around with Sapho Juice(tm)! SELECT * FROM User WHERE Clue > 0 0 rows returned
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:cool:In response to comment by Michael... I sold a course on TV that was very successful and based on a Hostage Negotiation Training Program used exclusively by the F.B.I. and Secret Service and the MAIN principle of this hostage negotiation course explained that you DO NOT GIVE the person holding a hostage what they "WANT"--NEVER! You find out what they NEED and give then what they NEED and NOT what they WANT. I thought this subtle distinction was strange myself between "WANT" vs. "NEED" but it is the first principle in every hostage negotiation manual. For example, the guy holding hostages might say "I want an airplane and a million dollars!".. but he will never get this and the hostage negotiator is trained to NEVER say yes to this! The correct approach according to every hostage manual is to determine what the person needs--a good lawyer for example, and offer ONLY that instead which works. When the guy says, " I want a million dollars and an airplane.." You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." This is the approach---to give the consumer what they NEED and NOT what they SAY they WANT. In creating software, it is not what the user SAYS they "Want " that is what you need to start with--you must start with what they "NEED." People always buy based on what they need and not what they want! Bill SerGio
Comparing users to hostages. Hmm. Still I'm not much better as I compare sales and marketing to small children. They want everything RIGHT NOW and their way. Bill SerGio, The Infomercial King wrote: People always buy based on what they need and not what they want! In my experience, customers ask for what they think they need, which usually turns out to be not what they actually want. My business is built upon giving people what they really need and not what they think they want. Michael CP Blog [^]
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:cool:In response to comment by Michael... I sold a course on TV that was very successful and based on a Hostage Negotiation Training Program used exclusively by the F.B.I. and Secret Service and the MAIN principle of this hostage negotiation course explained that you DO NOT GIVE the person holding a hostage what they "WANT"--NEVER! You find out what they NEED and give then what they NEED and NOT what they WANT. I thought this subtle distinction was strange myself between "WANT" vs. "NEED" but it is the first principle in every hostage negotiation manual. For example, the guy holding hostages might say "I want an airplane and a million dollars!".. but he will never get this and the hostage negotiator is trained to NEVER say yes to this! The correct approach according to every hostage manual is to determine what the person needs--a good lawyer for example, and offer ONLY that instead which works. When the guy says, " I want a million dollars and an airplane.." You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." This is the approach---to give the consumer what they NEED and NOT what they SAY they WANT. In creating software, it is not what the user SAYS they "Want " that is what you need to start with--you must start with what they "NEED." People always buy based on what they need and not what they want! Bill SerGio
Just a hint Bill: your name automatically appears to the right of the subject line. cheers, Chris Maunder
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One more thing... WANT vs, NEEDS I want a Rolls Royce... but I am going to buy a Ford! See my point?:cool: Bill SerGio
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:cool:In response to comment by Michael... I sold a course on TV that was very successful and based on a Hostage Negotiation Training Program used exclusively by the F.B.I. and Secret Service and the MAIN principle of this hostage negotiation course explained that you DO NOT GIVE the person holding a hostage what they "WANT"--NEVER! You find out what they NEED and give then what they NEED and NOT what they WANT. I thought this subtle distinction was strange myself between "WANT" vs. "NEED" but it is the first principle in every hostage negotiation manual. For example, the guy holding hostages might say "I want an airplane and a million dollars!".. but he will never get this and the hostage negotiator is trained to NEVER say yes to this! The correct approach according to every hostage manual is to determine what the person needs--a good lawyer for example, and offer ONLY that instead which works. When the guy says, " I want a million dollars and an airplane.." You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." This is the approach---to give the consumer what they NEED and NOT what they SAY they WANT. In creating software, it is not what the user SAYS they "Want " that is what you need to start with--you must start with what they "NEED." People always buy based on what they need and not what they want! Bill SerGio
They told you to tell the hostage-taker that there were guys with guns outside wanting to kill them and that these guys were nuts and so liable to just bust in and start shooting? I'm glad you are a programmer/marketer/infomercial-king then. That's another interesting thing. You claim we should give what people need not what they want. But you do infomercials. For porcelain milk jugs in the shape of a cow or ab-toning products. And do we need or want all your capitals? regards, Paul Watson Bluegrass South Africa Ian Darling wrote: "and our loonies usually end up doing things like Monty Python." Crikey! ain't life grand?
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They told you to tell the hostage-taker that there were guys with guns outside wanting to kill them and that these guys were nuts and so liable to just bust in and start shooting? I'm glad you are a programmer/marketer/infomercial-king then. That's another interesting thing. You claim we should give what people need not what they want. But you do infomercials. For porcelain milk jugs in the shape of a cow or ab-toning products. And do we need or want all your capitals? regards, Paul Watson Bluegrass South Africa Ian Darling wrote: "and our loonies usually end up doing things like Monty Python." Crikey! ain't life grand?
THAT'S RIGHT! THE COPS ARE THE BAD GUYS TO THE GUY WHO TAKES HOSTAGES! SO YOU WANT TO GET ON HIS GOOD SIDE! GOD BLESS YOU!:rose: Bill SerGio
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Paul Watson wrote: I thought you were highly successful and so could afford a Rolls Royce... By the speed he has been selling his products, he can probably afford to buy the company that makes Rolls Royce. He is definitely a talented programmer, and the best used-car salesman in the world. :)[
My articles and software tools
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:cool:In response to comment by Michael... I sold a course on TV that was very successful and based on a Hostage Negotiation Training Program used exclusively by the F.B.I. and Secret Service and the MAIN principle of this hostage negotiation course explained that you DO NOT GIVE the person holding a hostage what they "WANT"--NEVER! You find out what they NEED and give then what they NEED and NOT what they WANT. I thought this subtle distinction was strange myself between "WANT" vs. "NEED" but it is the first principle in every hostage negotiation manual. For example, the guy holding hostages might say "I want an airplane and a million dollars!".. but he will never get this and the hostage negotiator is trained to NEVER say yes to this! The correct approach according to every hostage manual is to determine what the person needs--a good lawyer for example, and offer ONLY that instead which works. When the guy says, " I want a million dollars and an airplane.." You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." This is the approach---to give the consumer what they NEED and NOT what they SAY they WANT. In creating software, it is not what the user SAYS they "Want " that is what you need to start with--you must start with what they "NEED." People always buy based on what they need and not what they want! Bill SerGio
Bill SerGio, The Infomercial King wrote: In response to comment by Michael... The correct approach... The correct place to answer this would have been in reply to Michaels thread :|
Look at the world about you and trust to your own convictions. - Ansel Adams
Meg's World - Blog Photography -
Just a hint Bill: your name automatically appears to the right of the subject line. cheers, Chris Maunder
Chris Maunder wrote: Just a hint Bill: your name automatically appears to the right of the subject line. 5! :laugh: Dont think he will ever learn, me thinks he is too full of himself(poor guy!) "Creating tomorrow's LEGACY systems today..... .... One CRISIS at a time!" -- Unknown "If you build it.... .....BUGS will come!" -JB
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"A Bug is a piece of code that knows whatz itz purpose" - I Dunnnnooooooo -
Just a hint Bill: your name automatically appears to the right of the subject line. cheers, Chris Maunder
Its MARKETING Chris. MARKETING I could get into this EXCLAMATION thing. Its fun. :-D
"Je pense, donc je mange." - Rene Descartes 1689 - Just before his mother put his tea on the table. Shameless Plug - Distributed Database Transactions in .NET using COM+
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One more thing... WANT vs, NEEDS I want a Rolls Royce... but I am going to buy a Ford! See my point?:cool: Bill SerGio
Got news for you chump - someone is buying the Rolls. And it is not based on NEED. And if I, as a dealer of automotive vehicles , could sell 10 Rolls a year at 350000 a pop or 200 Fords a year at 20000 a pop guess which one I am gonna sell. And guess which one I will make more money on. Richard "Under certain circumstances, profanity provides a relief denied even to prayer --Mark Twain (1835 - 1910)
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THAT'S RIGHT! THE COPS ARE THE BAD GUYS TO THE GUY WHO TAKES HOSTAGES! SO YOU WANT TO GET ON HIS GOOD SIDE! GOD BLESS YOU!:rose: Bill SerGio
NO, GOD BLESS YOU BILL! CAUSE SMACK DADDY ON THE MACARONI AND CHEESE THAT WENT SOUR AND GRABBED MY HARGLEBARGLE. CHOPPED HAM ON THAT! ¡El diablo está en mis pantalones! ¡Mire, mire! Real Mentats use only 100% pure, unfooled around with Sapho Juice(tm)! SELECT * FROM User WHERE Clue > 0 0 rows returned
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Bill SerGio, The Infomercial King wrote: In response to comment by Michael... The correct approach... The correct place to answer this would have been in reply to Michaels thread :|
Look at the world about you and trust to your own convictions. - Ansel Adams
Meg's World - Blog PhotographyMegan Forbes wrote: The correct place to answer this would have been in reply to Michaels thread LOL. but he'd already sent it to me in private email anyway. I was about to post it on the original thread rather than replying via mail but when I came back to the lounge, he'd beaten me to it. Michael CP Blog [^]
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Its MARKETING Chris. MARKETING I could get into this EXCLAMATION thing. Its fun. :-D
"Je pense, donc je mange." - Rene Descartes 1689 - Just before his mother put his tea on the table. Shameless Plug - Distributed Database Transactions in .NET using COM+
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NO, GOD BLESS YOU BILL! CAUSE SMACK DADDY ON THE MACARONI AND CHEESE THAT WENT SOUR AND GRABBED MY HARGLEBARGLE. CHOPPED HAM ON THAT! ¡El diablo está en mis pantalones! ¡Mire, mire! Real Mentats use only 100% pure, unfooled around with Sapho Juice(tm)! SELECT * FROM User WHERE Clue > 0 0 rows returned
That makes more sense to me than the original message. Sometimes I worry about myself :sigh: The tigress is here :-D
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:cool:In response to comment by Michael... I sold a course on TV that was very successful and based on a Hostage Negotiation Training Program used exclusively by the F.B.I. and Secret Service and the MAIN principle of this hostage negotiation course explained that you DO NOT GIVE the person holding a hostage what they "WANT"--NEVER! You find out what they NEED and give then what they NEED and NOT what they WANT. I thought this subtle distinction was strange myself between "WANT" vs. "NEED" but it is the first principle in every hostage negotiation manual. For example, the guy holding hostages might say "I want an airplane and a million dollars!".. but he will never get this and the hostage negotiator is trained to NEVER say yes to this! The correct approach according to every hostage manual is to determine what the person needs--a good lawyer for example, and offer ONLY that instead which works. When the guy says, " I want a million dollars and an airplane.." You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." This is the approach---to give the consumer what they NEED and NOT what they SAY they WANT. In creating software, it is not what the user SAYS they "Want " that is what you need to start with--you must start with what they "NEED." People always buy based on what they need and not what they want! Bill SerGio
Bill SerGio, The Infomercial King wrote: You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." I'm not so sure this is by the book. I thought negotiators were never supposed to make the "guy with the gun" feel threatened or out of control. He might do something to assure himself (or to prove to everyone else) that he is indeed in charge "One of the Georges," said Psmith, "I forget which, once said that a certain number of hours' sleep a day--I cannot recall for the moment how many--made a man something, which for the time being has slipped my memory."
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:cool:In response to comment by Michael... I sold a course on TV that was very successful and based on a Hostage Negotiation Training Program used exclusively by the F.B.I. and Secret Service and the MAIN principle of this hostage negotiation course explained that you DO NOT GIVE the person holding a hostage what they "WANT"--NEVER! You find out what they NEED and give then what they NEED and NOT what they WANT. I thought this subtle distinction was strange myself between "WANT" vs. "NEED" but it is the first principle in every hostage negotiation manual. For example, the guy holding hostages might say "I want an airplane and a million dollars!".. but he will never get this and the hostage negotiator is trained to NEVER say yes to this! The correct approach according to every hostage manual is to determine what the person needs--a good lawyer for example, and offer ONLY that instead which works. When the guy says, " I want a million dollars and an airplane.." You say, "SO DO I!" but look at those guys in green over there--they are the SWAT team and they are not going to give me a million dolars and an airplane--so what do you think your chances are? They want to shoot you and the hostages--because they are really nuts! Let's talk about what I CAN GET FOR YOU? I can get you a NEW attorney that can get the charges dropped for kiddnapping... etc...." This is the approach---to give the consumer what they NEED and NOT what they SAY they WANT. In creating software, it is not what the user SAYS they "Want " that is what you need to start with--you must start with what they "NEED." People always buy based on what they need and not what they want! Bill SerGio
So your customers are criminals, and you are the police. You have to force them to give up thinking and just by what you want them to buy. Is that what you wanted to say? You should attend a course about merketing instead. Your business partners - no matter if they are companies or persons - are not your enemies. Never. Only if they sue you...
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Just a hint Bill: your name automatically appears to the right of the subject line. cheers, Chris Maunder