I was talking with a client about a current mailing they were running. They told me that letter B was converting at a better rates than letter C. When I asked how they ran the test I was baffled at the response. I thought this was common knowledge. Ultimately, it became a lesson in market [...]
I was talking with my good friend Dave yesterday. Dave is a great sales person and an impressive persuader. In his business he sells very small parcels of real estate. They’re about 3.5 feet by 8 feet in size. It’s a small parcel but is landscaped with beautiful green grass. He also sells unique and [...]
How often do you think about the questions you use in your sales process? Do you spend any time crafting questions that drive your buyer to make up their own mind and buy from you?
When you ask the right questions, you control the conversation. Questions allow you control the direction of their thoughts. Do you [...]
I’m sitting in front of the Apple store in our mall stealing their wifi on my iPhone. As I’m sitting here I’m thinking about their PC vs. Mac commercials and how successful they’ve been despite the fact they’re talking negatively about their competition and about their potential customer.
In these commercials, Apple is portrayed as the [...]
If you persuade the masses or individuals, one of the most important people that made what we do possible was Edward Bernays. He wrote one of my favorite books, “Propaganda.”
Edward was the nephew of Sigmund Freud and was the first to bring many of the psychological theories he came up with for marketing and selling.
Here [...]
When you’re selling something have you considered the impact your pricing plays in they buyer’s mind?
Price is a fine line to dance across and it hit me (again) the other day when I was filling up my car with gas. I was a little taken back when I saw the prices for gas. The options [...]
