“The Surprising Origins of Your Cereal Bowl: The Kellogg Brothers’ Marketing Triumph”

by Mike Brunel | May 29, 2023 | Sales

“The Power of Persuasion: Lessons from the Kellogg Brothers’ Grain-Based Breakfast Campaign”

Allow me to share a captivating tale with you, shedding light on the origins of our breakfast habits involving grains.

This intriguing narrative serves as a valuable lesson in the realm of advertising.

In the annals of history, the Kellogg brothers played a pivotal role in persuading us that consuming grains was a wholesome choice for breakfast.

Now, I must preface that I am no authority on health and nutrition, but it is a fact that 150 years ago, the majority of people indulged in pork, beef, or chicken as their morning meal.

“From Sanitarium to Supermarket Shelves: The Kellogg Brothers’ Journey”

According to the account put forth by *Dr. Al Sears, the Kellogg’s operated a sanitarium and adhered to a vegetarian lifestyle.

 It was within these walls that they formulated what we now recognize as “granola” and eventually pioneered cornflakes.

Rather than providing their patients with animal products, Kellogg’s substituted them with these novel grain-based creations.

As the patients departed the sanitarium, they continued to request these products through mail, convinced of their health benefits.

 Recognizing the potential, Kellogg’s commenced packaging and soon found themselves embarking on a flourishing enterprise.

To promote their offerings, the Kellogg’s employed astute advertising techniques, painting grains as virtuous and casting aspersions on meat and eggs.

Not necessarily due to irrefutable evidence, but driven by Kellogg’s commercial and vegetarian agenda, they succeeded in persuading individuals that their product was the epitome of “healthy,” while traditional foods were not.

“Cereal vs. Nature: Unravelling the Marketing Magic Behind Tony the Tiger”

For decades, the iconic Tony the Tiger, Kellogg’s spokesperson, has regaled us with the mantra that cereal is “Grrrrrreat!” to consume. (A character invented by the famous advertising agency Leo Burnett

However, it is worth noting that such an endorsement goes against the natural inclinations of a tiger, which would never partake in such fare.

What makes this story remarkable, regardless of its veracity, is the profound influence of advertising and persuasion.

Now, I must clarify that I am by no means advocating for the distortion of truth in advertising.

Nevertheless, we can draw from this narrative the power of storytelling in advertising and impart the knowledge that, with compelling copy and the right combination of product, message, and medium, success can indeed be achieved.

Presenting your story whatever it may be requires the right communication. A formula for telling good stories and presenting great offers.

If you want to know more about our format system just pop (4Mat System)  in a return email and I can send you some details.

Mike (Make better presentation) Brunel

PLUS: WHENEVER YOU’RE READY…

Here are 3 ways I can help you make more sales in your business – whether your business is big or small.

1. Try the new 7 Days to Sales Success Framework.

Make More Sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.

2. Join our Private Facebook Group – The Salesmindset Inner Circle. Get all the latest up-to-date sales ideas.

Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here.

3. Work with me One-on-One.

If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 45-minute Brainstorm call with me by clicking here.

*Al Sears MD Doctors House call newsletter January 2014

What airlines can teach salespeople about Upsells and Cross-Sells.

by Mike Brunel | May 22, 2023 | Sales

What airlines can teach about Upsells and cross Sells.

As many of you may know, I owned a media consultancy company called NRS Media. We consulted Radio, TV, and Newspaper publishers, and online media companies all over the world.

Delve into the world of upselling as airlines show us how to upsell.

 As you can probably appreciate, it involved a lot of travel, with many of our staff often on planes, always travelling somewhere.

If you want to watch a great movie on air travel as a businessperson, I would recommend Up in the Air starring George Clooney.

Some of the tricks and manoeuvres he goes through to get on some of his flights are very funny, and I am sure many of our staff think the same as they contemplate their journeys.

One of the questions that I always ask when I arrive at the counter is,

“How busy is the flight today?” If the answer is

“Okay, not too bad, not too full,” I always ask the next question.

“Can you block off the middle seat?” I ask.

“I’ve got a bit of work to do and want to spread out.”

Usually, if they have one, they will do it for me.

You see, the middle seat is NOT the seat of choice for frequent travellers; it’s a seat that nobody wants, unless it’s the kids, and they share it with each other.

The kids don’t mind; it gives them the chance to play against each other with some new video game or a movie they can watch.

“Escape the dreaded middle seat with an empty seat next to you!”

So, the question is, would you pay for the seat to be FREE? Well, some people would, and one airline, my airline, Air New Zealand, does just that.

It’s part of their new makeover on their new flash Boeing 777s. If the seat next to you is empty, you can secure it if you part with $150.

Example Upsells:

1. Upgrade to Premium Economy: Enjoy extra legroom, enhanced services, and priority boarding for a more comfortable and exclusive travel experience.
2. In-flight Wi-Fi Package: Stay connected during your flight with high-speed internet access and unlimited browsing. Upgrade your ticket to access this convenient service.
3. Business Class Lounge Access: Make the most of your pre-flight experience with access to the luxurious business class lounge, offering complimentary refreshments, comfortable seating, and premium amenities.

By implementing these upsells, airlines can enhance their customers’ overall travel experience while generating additional revenue.

Swipe the new word for marketing other ideas.

I love looking at other businesses for ideas. Your sales organization can be innovative too, you know.

Create your own upsells and cross-sells to add value to your customer’s purchases and increase your sales.

Good selling.

PLUS: WHENEVER YOU’RE READY…

Here are 3 ways I can help you make more sales in your business – whether your business is big or small.

1. Try the new 7 Days to Sales Success Framework.

Make More Sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.

2. Join our Private Facebook Group – The Salesmindset Inner Circle. Get all the latest up-to-date sales ideas.

Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here.

3. Work with me One-on-One.

If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 45-minute Brainstorm call with me by clicking here.

Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media.  He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. He has hired hundreds of salespeople around the world.

He made a lot of mistakes when it came to hiring his superstars. Check out his How to Hire A Super Salesperson Each and Every time – It’s packed with tips and ideas on how to hire great salespeople. Don’t ever Hire Bad Salespeople Ever Again. Promise!

Prospecting Reimagined: Position Yourself as the Trusted Advisor and Win Clients Effortlessly

by Mike Brunel | May 15, 2023 | Sales

Over the past week, I had the opportunity to address one of my client’s most pressing concerns: how to improve their prospecting efforts.

Whether you’re selling a product or a service, mastering the art of prospecting is crucial for the success of any sales organization.

It allows you to tap into the lifeblood of your business and unlock new opportunities.

Now, let me share with you a system that can revolutionize your approach to prospecting, setting you apart from your competitors and positioning you as the go-to expert in your field.

Stand Out, Be Memorable: The Power of Personal Branding in Prospecting.

The key ingredient in this system is credibility. Regardless of whether you’re a seasoned veteran or a fresh-faced rookie, your clients want to be reassured of your credibility before committing to a business relationship.

Every day, they scrutinize you and evaluate what you have to offer.

Imagine if you could establish yourself as the undeniable authority and the first name that comes to mind when they think of sales in your industry.

Well, here’s the secret: shift your focus from hunting the prey to positioning yourself as the client’s guide to understanding your expertise.

Countless case studies have shown the transformative power of this approach. As a business, you have the opportunity to transcend the traditional salesperson role and become a trusted advisor, someone your clients rely on for valuable insights.

Crafting a Compelling Bio: Your Gateway to Captivating Prospects

One effective way to achieve this is by crafting a compelling bio that encapsulates your professional journey and highlights your unique qualities. Let’s break down the process into four simple steps:

1. Tell your story concisely: In just 25 to 30 words, describe yourself professionally. Emphasize your qualifications, experience, and any transferrable skills you’ve acquired from other sectors within your industry. This concise summary should capture the essence of who you are as a sales professional.

2. Showcase your achievements: Share notable accomplishments from your business and professional life. Whether you’ve excelled in sports, earned an MBA, or successfully raised a family, demonstrate that you are a multi-dimensional individual, not just a marketing machine. Highlighting your achievements helps establish credibility and fosters a deeper connection with potential clients.

3. Personalize with a photo: In today’s digital age, a well-captured photo can enhance your personal brand. You don’t need a professional photographer—your mobile phone or a friend/colleague can help you take a high-quality picture. Consider using a black-and-white photo for a touch of professionalism, but make sure it reflects your authentic self.

4. Define your unique value proposition: Craft a positioning statement that clearly communicates what sets you apart. Your positioning statement should instantly convey to the client who you are and what you offer. For instance, consider the example of my real-estate friend, whose positioning statement is, “Dedicated to Superior Customer Service.” This concise statement demonstrates a commitment to providing exceptional service, instantly differentiating them from the competition.

Establish Credibility, Win Trust: The Key to Prospecting Success

So, as you embark on the journey of prospecting for the rest of 2023  I encourage you to implement these strategies. Embrace the power of credibility and become the go-to expert in your industry.

Take the time to develop your bio, highlighting your story, achievements, and unique value proposition. Remember, selling is about building relationships and establishing trust. By leveraging these techniques, you’ll be well on your way to prospecting success.

Wishing you the best in your sales endeavours for the balance of 2023, and please feel free to share these insights with others.

PLUS: Whenever you’re ready…

Here are 3 ways I can help you make more sales in your business – whether your business is big or small.

1. Try the new 7 Days to Sales Success Framework.

Make More Sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.

2. Join our Private Facebook Group – The Salesmindset Inner Circle. Get all the latest up-to-date sales ideas.

Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here.

3. Work with me One-on-One.

If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute Brainstorm call with me by clicking here.

Get Your Sales Groove On in Just a Week: Here’s How!

by Mike Brunel | May 8, 2023 | Sales

Get Your Sales Groove On in Just a Week: Here’s How!

Sunday: Plan

Your Week and Get Your Hustle On Set aside half an hour to plan your week, but don’t stop there!

It’s important to make sure you establish your sales goals and write them down.

Remember, without clear goals, you’re just wandering around in the dark. Make prospecting, appointments, and client issues a top priority this week.

Monday: Get Chatty with Your Clients, STAT!

Are you talking to your clients yet? Don’t wait another minute! Schedule your first appointment for 9:00 am sharp and get the conversation started. Time to put on your big boy/girl pants and make some sales!

Tuesday: Express Your Gratitude (And Get Some More Business)

Feeling a little stuck at your desk? Write five thank-you cards to your clients and remind them how much you appreciate them. Gratitude not only feels great, but it can also be a powerful motivator. Make it a weekly thing! 

Wednesday: Break a Sweat and Get Your Creative Juices Flowing Get your gym clothes on and hit the gym.

It’s time to clear your mind and get inspired. Sometimes, all you need is a little sweat and some endorphins to come up with a genius idea. Let’s get moving!

Thursday: Testimonials, Testimonials, Testimonials!

Do you want testimonials? You got it! Make four service calls today with one goal in mind: getting testimonials. Send a feedback form and ask your clients for a LinkedIn recommendation. At Mikebrunel.com, we have a simple testimonial form you can use for free. Just hit me up (email at the bottom of the article).

Friday: Reflect and Plan Like a Boss It’s time to reflect on your achievements and plan for the following week.

Take some time to think about what worked and what didn’t work this week. Do you have any appointments? Have you planned your sales meeting and shared the agenda with your team? Use this time to plan for Monday and get ahead of the game.

Saturday: Unwind, Relax, and Find Your Balance Take some time off and relax.

Spend time with your family, do something you love, and reflect on your work. Remember, balance is the key to being a successful salesperson. 

Email Mike@mikebrunel.com for a free testimonial form.

Whatever career you decide to take in sales, getting some help is always good.

That’s why you can get FREE in your inbox every morning for 7 days; the 7-Day Sale Challenge.

Hop on over here and subscribe.

For more content like this, please subscribe to my YouTube channel.

Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media.  He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training. He was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. He has hired hundreds of salespeople around the world.

He made a lot of mistakes when it came to hiring his superstars. Check out his How to Hire A Super Salesperson Each and Every time – It’s packed with tips and ideas on how to hire great salespeople. Don’t ever Hire Bad Salespeople Ever Again. Promise!

Build Your Success Wall and Watch Your Sales Soar: Here’s What You Need to Know.

by Mike Brunel | May 1, 2023 | Sales

Build Your Success Wall and Watch Your Sales Soar: Here’s What You Need to Know

Do you have a success wall?

If not, it’s time to start building one.

Discover the key elements of a strong sales plan and how to implement them in your business.

I have a sales system that looks at building five key processes in a business, and one of the key elements is to build strong sales plans.

Let me share a story with you: I was on a company’s senior management team, and we created a hit list of all the clients we did not have as clients. Knowing that we created the ‘Wall of Clients’ inside our sales office.

We monitored our competition and selected 30-40 clients who did not work with us, decided if they were a good fit, and went after them.

Visualize your goals and visually represent your progress with a success wall.

We visualized our goal and created a huge board in our sales office.

Our goal was to have those clients working with us within 12 months, and that simple idea turned our business around.

You can do the same. Create a top 40-50 clients who fit your profile of an ideal client, write them up on a board, allocate them to your team members, build sales strategies around acquiring those clients, set a time frame, and celebrate every new success.

But if you’re unsure where to start or want guidance on building your success wall, I invite you to book a 15-minute consultation with me. We’ll discuss how my ADA programme and sales strategies can help you achieve your goals. Just click on the link to my appointment page and schedule a call today.

Book your FREE 15-minute Brainstorm call with me today by clicking here, and let’s work together to make your business dreams a reality. Remember, whenever you’re ready, I’m here to help.

Have a good week selling your stuff. 

Mike (The Sales Expert) Brunel