Increasing Sales
The Secret To Generating More Cash From Your Business
Tuesday, May 12th, 2015It’s not really a secret…it is just plain common-sense completely overlooked and here it is: Pay Yourself First…Not Last! Can you imagine how perplexed a Martian looking down from on high must be as he tries to figure out the logic of what happens every week in most small to medium businesses? This is what […]
How to Qualify Hesitant Customers or Prospects
Tuesday, February 10th, 2015Fact: When a customer or prospect says “send me some information” or similar put off, the chances are extremely high they are really saying “go away and stop bugging me” but they don’t like confrontation and they don’t want to hurt your feelings, so they feign interest when in fact, there’s none! Weaker salespeople hang […]
The Attractiveness of Your Offer is the KEY – Not the MEDIUM!
Tuesday, February 3rd, 2015This 64-year-old business warrior was fortunate to experience some success in the old world of business and marketing – the days of direct mail, telemarketing and belly-to-belly selling! And now after a period of seven years in retirement, swanning around the world and exhausting the bucket list, I have come to the firm conclusion that […]
Why We Buy…The Science Of Shopping
Tuesday, January 13th, 2015That’s the title of a great little book by Paco Underhill and it’s a must read if you sell to consumers. You’ve just got to listen to Paco because he and his company (hundreds of staff) have spent a lifetime watching and monitoring the shopping habits of consumers…he’s probably that odd-ball character you suspect is […]
Business Margins & Profitability Are Under Siege!
Monday, December 1st, 2014It’s time to protect your margin (the difference between the price you pay for your goods and services and what you then sell them for) for it is under siege on a number of fronts. Firstly, there are the clowns down the road; you probably call these people your competitors. But a clown is what […]
Three Vital Questions Guaranteed To Win Business From Your Competitors
Monday, November 17th, 2014There’s no such thing as a monopoly – every business on the planet is locked in a deadly struggle for a larger share of the consumers’ spending ability! Close on 99.99% of businesses in the small-medium business sector have both direct and indirect competitors, and make no mistake about it, they want what you’ve got […]
Offer A 200% Money Back Guarantee? Are You Nuts!
Monday, November 10th, 2014The late, great Gary Halbert was one of the smartest copywriters of our times. Here is the guarantee copy he wrote for Donna Mills (TV star) and her beauty treatments. “And remember, you must be 100% satisfied with my beauty kit…or…you are entitled to a refund of double your entire purchase price. All I ask […]
Taking Advantage Of The Predictable Cycles In Your Industry & Your Locale
Monday, September 22nd, 2014We all operate in the present whilst planning for the immediate future…and the humble calendar is the pathway of the immediate future. Fortunately, the calendar is very predictable, so too is your industry (whatever it may be) as is the locale where you operate your business. They just tend to replicate events and anniversaries at […]
Don’t Tell Me The Gory Birth Details, Show Me The Beautiful Baby!
Sunday, September 14th, 2014The very great majority of sales trainers bang on about features and benefits for good reason; they know that most business people don’t know the difference…so let me clear that up immediately. Features are what your product does – benefits are the beneficial results of those features. The best way to distinguish them is the […]
Prospects & Customers Always Want To Know Why
– So Tell Them!
Monday, September 8th, 2014
We live in a skeptical world and prospects, customers and the public at large are always wondering why we business people do what we do. When we have a sale…they wonder why and then possibly think that the goods are in some way defective (unless we tell them to the contrary). When we make a […]