Chip Ervin - Skyrocket your Sales by Applying the Principles of Takeaway Selling
Chip Ervin is not an ordinary man. He is a poker player, an insurance broker, a DJ. His thoughts about sales and takeaway selling in particular are also far from ordinary.
The main principle of takeaway selling completely contradicts the conventional wisdom about selling.
This wisdom says that it’s the salesperson that wants to make a sale and the buyer that needs to be convinced to buy. The wisdom is also based on the claims that the customer is always right, and the seller needs to abide by the customer’s wishes and desires.
This is the exact opposite of how takeaway selling works. At its core, takeaway selling is based on the law of supply and demand and how it influences people.
It is not a secret that the less accessible an item or a service is the more people want to have it and the more value they place on it.
There are multiple strategies that can be applied to communicate that a product or service that you are selling is in short supply and is not available for everyone.
One such strategy is announcing that the product is in short supply and using countdown screens to indicate how many copies of the product or service are still available.
Ferrari and other car luxury brands successfully use this strategy with their top of the line models. For example, in 2000 Ferrari introduced the 550 Barchetta Pinifarina. The total number of cars made was 448. Clients from all over the world contacted Ferrari with inquiries about wait times and conditions for buying one of the 448 cars.
There are a lot of businesses that use takeaway selling right. As a DJ, Chip Ervin worked in nightclubs that only allow a limited number of people inside. The nightclubs had long lines outside. Bouncers and security decided who got in and who didn’t.
The main principle of takeaway selling completely contradicts the conventional wisdom about selling.
This wisdom says that it’s the salesperson that wants to make a sale and the buyer that needs to be convinced to buy. The wisdom is also based on the claims that the customer is always right, and the seller needs to abide by the customer’s wishes and desires.
This is the exact opposite of how takeaway selling works. At its core, takeaway selling is based on the law of supply and demand and how it influences people.
It is not a secret that the less accessible an item or a service is the more people want to have it and the more value they place on it.
There are multiple strategies that can be applied to communicate that a product or service that you are selling is in short supply and is not available for everyone.
One such strategy is announcing that the product is in short supply and using countdown screens to indicate how many copies of the product or service are still available.
Ferrari and other car luxury brands successfully use this strategy with their top of the line models. For example, in 2000 Ferrari introduced the 550 Barchetta Pinifarina. The total number of cars made was 448. Clients from all over the world contacted Ferrari with inquiries about wait times and conditions for buying one of the 448 cars.
There are a lot of businesses that use takeaway selling right. As a DJ, Chip Ervin worked in nightclubs that only allow a limited number of people inside. The nightclubs had long lines outside. Bouncers and security decided who got in and who didn’t.
Chip Ervin - Two Easiest Ways to Increase Sales Quickly
Chip Ervin has worked as a DJ and an insurance broker. He has a vast experience when it comes to effective sales strategies.
A lot of well run businesses make two big mistakes when it comes to quickly and easily improving their sales.
The first mistake is not having any upsells. If you go to a McDonald’s, your order taker will ask you if you want fries with your burger. If you are getting a medium-size combo, you will be offered to upgrade to a large for a seemingly insignificant amount of money.
If you call a catalog company, the person taking your order will tell you about today’s special offers.
In most of these cases, between 5% and 20% of the customers say yes to the offer.
These offers are examples of a strategy known as an upsell. Here’s why upsells can have such a profound impact on your business: upsells are offered only after your customer makes a purchase. Therefore, an upsell cannot decrease the amount of sales.
Also, with an upsell you have already paid to get your customer to come to your place of business or call you on the phone. Presenting an extra offer takes very little time and is very cheap compared to the expense of generating a customer.
The second often neglected opportunity is cross-selling. Cross-selling means presenting a customer with a different, unrelated offer.
For example, if a customer at a gourmet food shop is buying a sausage without any cheese, the clerk could suggest cheese.
As a DJ, Chip Ervin watched nightclubs utilize upsells and cross-sells all the time, from selling more expensive liquor to providing bottle service.
A lot of well run businesses make two big mistakes when it comes to quickly and easily improving their sales.
The first mistake is not having any upsells. If you go to a McDonald’s, your order taker will ask you if you want fries with your burger. If you are getting a medium-size combo, you will be offered to upgrade to a large for a seemingly insignificant amount of money.
If you call a catalog company, the person taking your order will tell you about today’s special offers.
In most of these cases, between 5% and 20% of the customers say yes to the offer.
These offers are examples of a strategy known as an upsell. Here’s why upsells can have such a profound impact on your business: upsells are offered only after your customer makes a purchase. Therefore, an upsell cannot decrease the amount of sales.
Also, with an upsell you have already paid to get your customer to come to your place of business or call you on the phone. Presenting an extra offer takes very little time and is very cheap compared to the expense of generating a customer.
The second often neglected opportunity is cross-selling. Cross-selling means presenting a customer with a different, unrelated offer.
For example, if a customer at a gourmet food shop is buying a sausage without any cheese, the clerk could suggest cheese.
As a DJ, Chip Ervin watched nightclubs utilize upsells and cross-sells all the time, from selling more expensive liquor to providing bottle service.
Chip Ervin - How to Wear Many Hats and Be Successful at What You Do
Chip Ervin is a professional poker player, a successful DJ, and an insurance broker.
After hearing this combination of occupations, many people start scratching their heads. They can’t comprehend how one person can be doing so many things at once. They don’t understand who has “appointed” such a person to do all these things.
When we are kids, our parents decide when we are old enough to stay at home by ourselves, old enough to babysit our younger siblings, old enough to go on dates, and so on.
When we go to school, our teachers use our grades and test results to decide when we can advance to the next grade.
At work, our supervisors decide when we are ready for a promotion.
In all these examples, there is an authority figure determining what we are qualified and not qualified to do.
Many successful people defy this path.
Bill Gates, Mark Zuckerberg, and Steve Jobs all dropped out of college. They didn’t wait for someone to appoint them to start their own companies. They didn’t wait to get jobs.
They decided what they were going to do; they went out and did it.
Oftentimes expert positioning is all about self-promotion, self-appointment, and really smart marketing.
Success in business and life is not granted; it is taken by those who decide to take it.
That’s what Chip Ervin has been doing all his life. He decided to become a DJ and became one at the age of 14. This led him to working with celebrities such as Evol Intent and Knick Bro Safari. He became a professional poker player in 2007 and won the largest field in tournament history of World Series of Poker – Tunica, Mississippi. Success is yours to take. You just have to decide to do it - just like Chip Ervin did.
After hearing this combination of occupations, many people start scratching their heads. They can’t comprehend how one person can be doing so many things at once. They don’t understand who has “appointed” such a person to do all these things.
When we are kids, our parents decide when we are old enough to stay at home by ourselves, old enough to babysit our younger siblings, old enough to go on dates, and so on.
When we go to school, our teachers use our grades and test results to decide when we can advance to the next grade.
At work, our supervisors decide when we are ready for a promotion.
In all these examples, there is an authority figure determining what we are qualified and not qualified to do.
Many successful people defy this path.
Bill Gates, Mark Zuckerberg, and Steve Jobs all dropped out of college. They didn’t wait for someone to appoint them to start their own companies. They didn’t wait to get jobs.
They decided what they were going to do; they went out and did it.
Oftentimes expert positioning is all about self-promotion, self-appointment, and really smart marketing.
Success in business and life is not granted; it is taken by those who decide to take it.
That’s what Chip Ervin has been doing all his life. He decided to become a DJ and became one at the age of 14. This led him to working with celebrities such as Evol Intent and Knick Bro Safari. He became a professional poker player in 2007 and won the largest field in tournament history of World Series of Poker – Tunica, Mississippi. Success is yours to take. You just have to decide to do it - just like Chip Ervin did.
Chip Ervin - How to Be a Successful Broker in Any Economy
Chip Ervin
Over the span of his career Chip Ervin has worked as a DJ and even played poker professionally. He is also an insurance broker. Mr. Ervin knows firsthand what it takes to be successful in any economy.
Insurance brokers need to realize that after the Great Recession all the power is in the hands of consumers, and they know it. People have no tolerance for anything ordinary, be it products, services, experiences, or something as seemingly trivial as insurance.
People want something special, something that has been created just for them. They have the power, opportunity and knowledge to demand products and services that precisely match their wants and needs.
Even when it comes to insurance, they want to deal with someone who understands where they are coming from and what their desires and needs are. They want someone with unique positioning, a compelling story, superior reputation, and viable reasons for being in the marketplace.
For example, horse and farm insurance brokers offer insurance exclusively to horse owners. Fundamentally, their product is just another insurance policy. However, their positioning and marketing give them an unprecedented advantage in the marketplace.
Such brokers usually target only very affluent horse owners who can afford any product they want. Smart positioning is one of the keys to success in the broker business.
There is no power in being all things to all people. The more specialized you are, the more people will be seeking you out and looking forward to doing business with you.
This strategy applies to many areas of life. For example, as a DJ Chip Ervin was known in the underground rave scene. He worked with Knick Bro Safari and Evol Intent. While to some people these names won’t mean anything, to others they are big celebrities.
Insurance brokers need to realize that after the Great Recession all the power is in the hands of consumers, and they know it. People have no tolerance for anything ordinary, be it products, services, experiences, or something as seemingly trivial as insurance.
People want something special, something that has been created just for them. They have the power, opportunity and knowledge to demand products and services that precisely match their wants and needs.
Even when it comes to insurance, they want to deal with someone who understands where they are coming from and what their desires and needs are. They want someone with unique positioning, a compelling story, superior reputation, and viable reasons for being in the marketplace.
For example, horse and farm insurance brokers offer insurance exclusively to horse owners. Fundamentally, their product is just another insurance policy. However, their positioning and marketing give them an unprecedented advantage in the marketplace.
Such brokers usually target only very affluent horse owners who can afford any product they want. Smart positioning is one of the keys to success in the broker business.
There is no power in being all things to all people. The more specialized you are, the more people will be seeking you out and looking forward to doing business with you.
This strategy applies to many areas of life. For example, as a DJ Chip Ervin was known in the underground rave scene. He worked with Knick Bro Safari and Evol Intent. While to some people these names won’t mean anything, to others they are big celebrities.
Chip Ervin - Basic Tips For Choosing an Insurance Provider
As an experienced insurance broker, Chip Ervin often provides advice to his customers on how to choose the best insurance plans and providers for their needs. This is something that many people struggle with, especially those who have never needed to purchase insurance before, so keep the following in mind to ensure you select a good provider.
Research The Provider
The first thing you should do when considering a new provider is to research their track record. You should specifically be looking for any industry-wide certifications or qualifications that the broker has, while also trying to locate any feedback that has been provided by previous customers. Be wary of any providers that have developed reputations for not paying out when legitimate claims are made.
Know What You Need
It is likely that your insurance provider is going to try to upsell during your conversation, which often leads them to offering things that you aren’t going to need as part of your plan. Be wary of this and politely refuse anything that you know you don’t want. Good providers will be flexible in this respect and won’t try to force policies on you if you don’t need them. Just stay polite and don’t get drawn into the sales speech.
Are They Local?
While going local isn’t always the best option, Chip Ervin notes that many people like to know that there is an office nearby that they can visit if they have any questions. Again, you need to consider your own needs and how important a local provider is to you.
Research The Provider
The first thing you should do when considering a new provider is to research their track record. You should specifically be looking for any industry-wide certifications or qualifications that the broker has, while also trying to locate any feedback that has been provided by previous customers. Be wary of any providers that have developed reputations for not paying out when legitimate claims are made.
Know What You Need
It is likely that your insurance provider is going to try to upsell during your conversation, which often leads them to offering things that you aren’t going to need as part of your plan. Be wary of this and politely refuse anything that you know you don’t want. Good providers will be flexible in this respect and won’t try to force policies on you if you don’t need them. Just stay polite and don’t get drawn into the sales speech.
Are They Local?
While going local isn’t always the best option, Chip Ervin notes that many people like to know that there is an office nearby that they can visit if they have any questions. Again, you need to consider your own needs and how important a local provider is to you.
Chip Ervin - Key Traits of Good Poker Players
Chip Ervin is an experienced professional poker player who has played against some of the best in the world. In doing so he has been able to identify the key personality traits that those who experience the most success at the tables tend to have, of which the following are amongst the most important.
Money Management
At its core, poker is a game that forces players to manage their money effectively. This is the case both in terms of playing hands effectively and understanding when to up bets and when it is best to fold, and in regards to their personal budgets and what they can afford to lose if games don’t go their way. Those with poor money management skills tend to lose more often at the tables and sometimes end up in financial difficulties because of it.
Patience
It is easy to spot novice players on many occasions, often because they end up trying to play every single hand they are dealt in the hopes that they will strike it lucky and get a big win. This is unwise for many reasons and will be taken advantage of by players who take more patient approaches. You need to understand the benefits of playing conservatively, when the time calls for it.
Aggression
As a counter-point, Chip Ervin notes that the best players also understand when they should play aggressively. Once you have chosen to stay in on a pot, it is important that you play with confidence and go on the attack to give yourself the best chance of winning it.
Money Management
At its core, poker is a game that forces players to manage their money effectively. This is the case both in terms of playing hands effectively and understanding when to up bets and when it is best to fold, and in regards to their personal budgets and what they can afford to lose if games don’t go their way. Those with poor money management skills tend to lose more often at the tables and sometimes end up in financial difficulties because of it.
Patience
It is easy to spot novice players on many occasions, often because they end up trying to play every single hand they are dealt in the hopes that they will strike it lucky and get a big win. This is unwise for many reasons and will be taken advantage of by players who take more patient approaches. You need to understand the benefits of playing conservatively, when the time calls for it.
Aggression
As a counter-point, Chip Ervin notes that the best players also understand when they should play aggressively. Once you have chosen to stay in on a pot, it is important that you play with confidence and go on the attack to give yourself the best chance of winning it.
Chip Ervin - The Benefits of Sales Promotion
Chip Ervin is an experienced insurance broker who has worked in sales for a number of years, learning an enormous amount about the various tactics that good salespeople use in the process. Sales promotion is amongst the most important of these strategies because the technique offers companies, regardless of their industry, the following advantages.
Creating Differentiation
One of the key things you need to do in sales is differentiate your product or service from the many others that are on the market. This allows you to stay fresh in the minds of your potential customers, while also giving them reason to think that what you offer is superior. A good sales promotion will allow you to advertise new products and sets you apart from those who are a little more stagnant.
Creating Upsell Opportunities
By promoting some of your smaller and less expensive products you offer more frugal customers an “in” that you can then use to establish relationships with them. A good sales promotion is based around establishing such relationships, building trust with customers by delivering the products you have promoted so that they are more likely to consider further purchases in the future.
Growing Revenue
Chip Ervin notes that the most obvious benefit of sales promotion is growing revenue within your company. If you allow your product line to stagnate you will struggle to keep repeat customers.
Furthermore, failing to promote new products can lead to them being ignored, regardless of their quality. By engaging in sales promotion you get the word out there and thus create interest that leads to sales.
Creating Differentiation
One of the key things you need to do in sales is differentiate your product or service from the many others that are on the market. This allows you to stay fresh in the minds of your potential customers, while also giving them reason to think that what you offer is superior. A good sales promotion will allow you to advertise new products and sets you apart from those who are a little more stagnant.
Creating Upsell Opportunities
By promoting some of your smaller and less expensive products you offer more frugal customers an “in” that you can then use to establish relationships with them. A good sales promotion is based around establishing such relationships, building trust with customers by delivering the products you have promoted so that they are more likely to consider further purchases in the future.
Growing Revenue
Chip Ervin notes that the most obvious benefit of sales promotion is growing revenue within your company. If you allow your product line to stagnate you will struggle to keep repeat customers.
Furthermore, failing to promote new products can lead to them being ignored, regardless of their quality. By engaging in sales promotion you get the word out there and thus create interest that leads to sales.
Chip Ervin - Reasons Why You Should Play Baseball
Chip Ervin is a talented baseball player and official, having earned a baseball scholarship to Shelton State Community College in his younger years, in addition to officiating multiple games during a career as an official that spanned more than eight years. There are many reasons why people should play baseball, with some of the following being amongst the most important.
Meeting New People
Regardless of the level that you play at, playing baseball will automatically make you a part of a team of fellow players with whom you can form social bonds. You will get the chance to meet many people from varied backgrounds, both on your own team and when playing against others, giving you the chance to form relationships that can benefit you both personally and professionally.
Outdoor Exercise
For many people, the stuffiness of an indoor gym is one of the things that turns them off from exercising regularly. Unfortunately, this can lead to declining physical fitness standards that result in later complications. By playing baseball you get to enjoy some exercise while also being in the great outdoors, which is a world far removed from the local gym.
It’s Fun
Chip Ervin developed into a talented athlete during his baseball career, but he would likely never have played the sport if he wasn’t having fun. The camaraderie with your teammates and the thrill of hitting a home run or contributing to a victory are all great reasons to play the sport. Furthermore, if you’re having fun, you are more likely to keep playing, which allows you to enjoy the many other benefits of baseball more often.
Meeting New People
Regardless of the level that you play at, playing baseball will automatically make you a part of a team of fellow players with whom you can form social bonds. You will get the chance to meet many people from varied backgrounds, both on your own team and when playing against others, giving you the chance to form relationships that can benefit you both personally and professionally.
Outdoor Exercise
For many people, the stuffiness of an indoor gym is one of the things that turns them off from exercising regularly. Unfortunately, this can lead to declining physical fitness standards that result in later complications. By playing baseball you get to enjoy some exercise while also being in the great outdoors, which is a world far removed from the local gym.
It’s Fun
Chip Ervin developed into a talented athlete during his baseball career, but he would likely never have played the sport if he wasn’t having fun. The camaraderie with your teammates and the thrill of hitting a home run or contributing to a victory are all great reasons to play the sport. Furthermore, if you’re having fun, you are more likely to keep playing, which allows you to enjoy the many other benefits of baseball more often.
Chip Ervin - How to Create a Successful Sales Pitch
One of the reasons that Chip Ervin became a successful insurance broker is because he learned how to develop an effective sales pitch. Sales are a big part of the insurance industry. Salesmanship is a respected skill in the business world that many employers actively seek. Coming up with a winning sales pitch can help your career, a company grow, and can open up many opportunities for a salesperson.
Developing a successful sales pitch is about avoiding pitfalls and connecting with prospects. The first thing that is recommended is to never actually use the word “pitch”. A pitch is a word that has an untrustworthy connotation. People that hear the word pitch tend to start looking for some kind of deceit or trickery. When a prospect has their defenses up in this way, it can be nearly impossible to sell to them. Instead of saying pitch, use the word recommendation. Prospects will become much more interested when you let them know you are simply trying to educate them about a helpful product or service.
It is important when developing your pitch to avoid the one-way street approach. A pitch should not be you cramming information into a time frame while the prospect is held captive. A pitch should be interactive and adapt to each prospect and situation. Static pitches tend to be ineffective, but a specially tailored one is far more likely to breed results.
Part of what made Chip Ervin a successful insurance broker was his ability to develop a good pitch. With a refined pitch he increased his closing rate for insurance.
Source(s): http://www.forbes.com/sites/jacquelynsmith/2012/01/05/how-to-craft-an-effective-sales-pitch/#4caec87b1f2b
Developing a successful sales pitch is about avoiding pitfalls and connecting with prospects. The first thing that is recommended is to never actually use the word “pitch”. A pitch is a word that has an untrustworthy connotation. People that hear the word pitch tend to start looking for some kind of deceit or trickery. When a prospect has their defenses up in this way, it can be nearly impossible to sell to them. Instead of saying pitch, use the word recommendation. Prospects will become much more interested when you let them know you are simply trying to educate them about a helpful product or service.
It is important when developing your pitch to avoid the one-way street approach. A pitch should not be you cramming information into a time frame while the prospect is held captive. A pitch should be interactive and adapt to each prospect and situation. Static pitches tend to be ineffective, but a specially tailored one is far more likely to breed results.
Part of what made Chip Ervin a successful insurance broker was his ability to develop a good pitch. With a refined pitch he increased his closing rate for insurance.
Source(s): http://www.forbes.com/sites/jacquelynsmith/2012/01/05/how-to-craft-an-effective-sales-pitch/#4caec87b1f2b
Chip Ervin - How to Be a Better Salesman
Chip Ervin is an insurance broker. As a broker, part of his job is refining and developing his sales skills. Being a good salesperson is a valuable skill in many occupations. Salesmanship is a difficult skill to develop. There are many small details that separate a good salesman from a bad one. Here are a few tips to help you refine your salesmanship skills:
Chip Ervin has refined his salesmanship skills over the years. His time as an insurance broker helped him become a stronger professional and salesman.
Source(s): http://www.insightsquared.com/2013/07/15-steps-to-becoming-a-better-salesperson/
- Thing Critically: The most successful salespeople are not reading off of a pre-made script. A salesman knows how to adapt to a situation, altering the pitch in order to fit the attitude and needs of the prospect. A good salesperson also understands how to think outside of the box, helping him or her have a higher closing rate.
- Have Discipline: A good sales representative goes above and beyond what is expected in order to land the sale. Generating leads and getting a prospect to buy requires contacting a large volume of people. Accomplishing that requires discipline and a strong work ethic.
- Be Resourceful: A successful sales representative has to know how to be resourceful. Reaching out to potential customers is not always easy. A savvy salesperson will learn several different methods of approach, comparing and contrasting to see which ones have the highest closing rates, and are the most effective. Good salespeople know that there is a limitless amount of resources out there to be taken advantage of.
Chip Ervin has refined his salesmanship skills over the years. His time as an insurance broker helped him become a stronger professional and salesman.
Source(s): http://www.insightsquared.com/2013/07/15-steps-to-becoming-a-better-salesperson/
Chip Ervin - Best DJ Clubs in the World
Dedicated DJ’s like Chip Ervin know that one of the best parts about DJing is going to a great location. One venue can change a DJ’s reputation, putting his or her career on the fast-track to success. That is why there are many clubs and venues out there that DJ’s would do just about anything to make an appearance. Here are a few of the best known DJ clubs in the world:
Space: This is known by many to be one of the most famous mega-clubs on the planet. The club is most known for its “Love Space” sessions on Sunday. This party has been known to last for over thirteen hours, and draws a massive crowd, the likes of which audience members are lot likely to soon forget.
The Ministry of Sound: This is known as the backbone of the London club scene. The massive club is divided into five separate rooms, two VIP lounges, four DJ booths, dance floors, and bars. The club is mostly known for trance music, and drawing a crowd that exudes raw energy.
Avalon: This club has hosted famous headliners like “The Beatles”, and “Soundgarden”. The venue has even been a host for theatrical performances. What started as a venue for famous bands, turned into a haven for DJ’s and dance enthusiasts, making Avalon a must-visit for performance artists and clubbers everywhere.
DJ’s like Chip Ervin often get excited when thinking about massive clubs and music venues. Drawing large, energetic crowds with great music is where much of the satisfaction of being a DJ comes from.
Source(s): http://www.partyearth.com/articles/best-dj-clubs-on-the-planet-6/
Space: This is known by many to be one of the most famous mega-clubs on the planet. The club is most known for its “Love Space” sessions on Sunday. This party has been known to last for over thirteen hours, and draws a massive crowd, the likes of which audience members are lot likely to soon forget.
The Ministry of Sound: This is known as the backbone of the London club scene. The massive club is divided into five separate rooms, two VIP lounges, four DJ booths, dance floors, and bars. The club is mostly known for trance music, and drawing a crowd that exudes raw energy.
Avalon: This club has hosted famous headliners like “The Beatles”, and “Soundgarden”. The venue has even been a host for theatrical performances. What started as a venue for famous bands, turned into a haven for DJ’s and dance enthusiasts, making Avalon a must-visit for performance artists and clubbers everywhere.
DJ’s like Chip Ervin often get excited when thinking about massive clubs and music venues. Drawing large, energetic crowds with great music is where much of the satisfaction of being a DJ comes from.
Source(s): http://www.partyearth.com/articles/best-dj-clubs-on-the-planet-6/
Chip Ervin - How to Be a Better Poker Player
When Chip Ervin became a winner at the World Series of Poker for the third time, it was not luck or coincidence. Players like Mr. Ervin experience repeated success because they know how to play the game, the players, and the cards. Here are a few tips that can help you quickly improve your poker game:
Chip Ervin has learned to pay attention to details when playing poker. This attention to detail has helped him win multiple poker tournaments with large prize and player pools. Source(s): http://poker.about.com/od/strategyadvice/tp/tipspokerskill.html |
|
