The Desperately Unattractive Salesperson

Desperation is desperately unattractive. Desperation leaves multiple voicemail messages, just “happens to be in the neighborhood” with unnatural frequency and writes four page emails when a text message will do.…Read More
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How To Banish Sales Resistance With Rohypnol And Coercion

As practitioners of professional persuasion, marketers and salespeople are constantly on the lookout for ways to get people - our prospects - to say "yes". We learn - and teach - strategies and…Read More
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Should I Offer A Guarantee? A Definitive Answer

I get a lot of questions about whether or not to offer a guarantee. In the bad old days of selling timeshare, when I sweated and swore and quite possibly…Read More
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Playing with other people’s balls

(Warning - this post contains more parentheses than should be allowed in any single piece of writing.) (Case in point - see above) BEGIN: I used to be a juggler.…Read More
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This Mindset Problem Is Killing You (And Your Business)

We like to be told what to do - we have a natural attraction to authority. In times of crisis, we look for the person in charge. Even in times…Read More
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Beware the “fluffers” who’ll put you out of business

NOTE: This was a subscribers-only email that got me my largest number of complaints so far. If you're not a subscriber yet, just sign up here. I write emails like…Read More
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Sell It Like You Stole It

When I want a beer, I want one NOW. The instant gratification that comes with the first gulp of gizzard-numbing goodness can't be kept from me for too long, or I start to get…Read More
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The Easiest Way To Get New Clients Revealed (plus two eye-opening images)

The easiest source of new business is from existing business, both directly and indirectly. On Tuesday I’ve invited Steve Gordon to put on a webinar specially for you which will…Read More
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How To Be Reasonably Successful

Let's talk about being "reasonably successful." Not because you don't want to be a raging success. Of course you do. We all do. Raging success, however, is a poorly-defined goal…Read More
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Don’t sell polished turds (and other cautionary tales)

I've made sales - hundreds or thousands - over my long and sometimes-illustrious and sometimes-grubby-and-desperate career. I've made sales because I've said the right thing at the right time, or…Read More
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A peek inside …

Yo, this is one of my lazy "emergency" emails for when life gets in the way and I need a plan B. (I always have one or two of these…Read More
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Why Award Winning Is For Losers

Do you use this phrase in your marketing? If there's one lazy turn-of-phrase that makes me choke on my morning Glenfiddich, it's this one. It's a phrase that you see…Read More
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