From the category archives:
To be or not to be … completely satisfied, that is. If you completely satisfy a customer, you get to keep the money from the sale. If you want more of his money, you have to satisfy him again … and again and again. You don’t get to take his satisfaction for granted or he’ll [...]
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Life’s Been Good Great song. Fits my story too, but mine ain’t finished yet. Or wasn’t as of the time of this post. Picture this: It’s August of 1977. A 14 year-old boy who’d been listening to Wolfman Jack on an AM radio gets bussed to another town to finish his high school education. The [...]
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Remember, we’re talking about using imagination to fuel your selling story. Everybody loves to say, “Look what I got !“, just like the child in the photo. Even though your selling story needs to help your prospect reach the clouds, it must also stay grounded in reality or the prospect won’t be able to follow [...]
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For at least the last 14 years I’ve been studying sales reps who’ve called on me. I like to see if they can get control of the sales call or if I can run over them like a runaway locomotive. I’ve never told anybody about my little study, so let’s keep it between just you [...]
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I just read several things that all salesmen and copywriters should already know: People love them some “them”. A lot. We knew that already, but I didn’t know just how much. A study of college-aged women included this test: The women were given a pen and paper and asked to write anything they wanted. 460 [...]
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