Zoom Or Phone To Sell?
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…
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Do You Sell To A Discretionary Spend Or A Necessity Spend?
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…
Read More All Great Change Starts With A Sale
All great change starts with a sale … Here’s my logic behind that statement – anytime we make a personal change or cause a collective change, we cause people to behave differently, sometimes even think differently. That requires a reason…
Read More The Headline Is Everything
EVERYONE AT THE PARTY LAUGHED WHEN I SAT DOWN TO PLAY THE PIANO THE SECRET TO MAKING PEOPLE LIKE YOU. ARE YOU EVER TONGUE-TIED AT A PARTY? HOW TO WIN FRIENDS AND INFLUENCE PEOPLE. DISCOVER THE FORTUNE THAT LIES HIDDEN…
Read More A Copywriter’s “Swipe File”
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…
Read More Anniversary
Today Joanne and I have been married for 37 years and when people find out we are always asked the same thing … What’s the secret? There is no secret! We made a conscious and deliberate decision that we would…
Read More The Best Products Don’t Always Win
The best products in the market place sometimes aren’t the most successful … I ran into a client I built models with quite some time ago and we were chatting about how the models have changed the way he sells.…
Read More She Wouldn’t Let Me Order The Chicken Dish
She wouldn’t let me order the chicken dish … I went to dinner last night with three friends that I hadn’t seen for a while. We had lost a good friend a while ago and it was a chance to…
Read More Timeless Transformational Value
What could be more important in selling than offering transformational value? The business conversations of today commonly focus on the need to communicate transformational value to the market place. However, as important as it is to create and deliver transformational…
Read More Fundamentals
The more things change, the more the fundamentals stay the same … We’re in South Carolina for a conference and, so far from home, the basics of business are just the same. I went to a little shop to get…
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