From the category archives:
It’s time to try and simplify a very complicated subject. Just today, I read a 50+ page PDF ( manifesto ?) from copywriter Michel Fortin. In it, Michel goes on at length about why long-copy salesletters are less efffective than they used to be. The funny thing here is that he took 50+ pages to [...]
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As he walked into my office, there was something in his eye that I didn’t like. The look he gave me was hard, questioning and unfriendly. It felt like the look I should have been giving him. He was a fairly new, fairly young salesman. Someone had given him some bad advice as to how [...]
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I have a friend who’s a sales manager. At one time, he was a newspaper reporter. He believes that the best salespeople are those who used to be reporters. I think, or used to anyway, that he’s wrong. But the more I think about his reasoning, the more I come to feel like he might [...]
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A few days ago, I was fortunate enough to listen to a man who has earned the right to voice his opinion about whatever he wants to talk about. He spoke. I listened. Intently. He said when he hires a new salesman, the first thing he teaches them is how to open doors. I figured [...]
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There’s a sales manager in my past that was as easygoing as a koala bear on Thorzine. I’d never seen him upset ot even the least bit flustered … til I saw him toss a sales rep out on his ear. I ventured into his office … after a 30 minute cooling-off period. He was [...]
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