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Getting an investor to give you a big chunk of money is exactly the same as getting a prospect to buy your product or service! I heard a really successful entrepreneur make a statement recently about one of the things…

It’s easier to understand value when we have something to compare it to … Value is a comparative process.  For your prospects to fully understand the true value of what you do, they must be able to compare it to…

How strong is your core? The human body needs a strong core for stability, balance, strength …and so does your business. In your body, your core strength wraps around your centre of gravity and this core allows your body to…

How reliable, predictable and proven is your standard sales conversation? A sales conversation should be like a great ad … tested, structured and successful.  It should move the prospect forward in the process, just like a great ad.  It must…

Now the real selling starts … Anybody can make a sale when markets are buoyant, people are confident, interest rates are low and inflation is under control. Under those conditions prospects come to the sales conversation already convinced that they…

Do I have to use Zoom to sell?  Why can’t I just use the phone? This is one of two questions I get asked all the time.  The second question is: I’m no good at drawing, can I just use…

Do you sell to a discretionary spend or a necessity spend?  The two are not the same and they need a different approach to make the sale. A discretionary spend only happens because the buyer prioritizes spending money, on what…

Every copywriter understands the power of their “swipe file” – the collection of the best ads ever written that they or others have created.   These will be ads judged by results … which means sales!  When we think of the…