The 4 Humors Of Buyers (And How To Sell To Each)
If we unmask how the sales process works, it’s simple: You make the sale when your beliefs align with your buyers’ beliefs.
Which One Do I Choose?
Does offering multiple products and brands hamper your ability to make the sale?
The most expensive answer you should know
“How Much” has one answer. Correct answers advance a sale. Wrong ones detour around it.
How To Get The Most Value From Your Sales Training
Ebbinghaus would tell us that most of our training is quickly forgotten, never applied and never placed “in service.”
Full Price and Free — The Only Two Prices You Need
The public thinks that if you’re “still making money” at a discount, then the discounted price is — or ought to be — the “real” price.
Someone’s Head Has Got to Roll
Since Marketing Heads are evaluated on a short-term basis, they don’t have enough runway to see returns from investing in brand-building.
Bundle Pricing: The Best Way To Differentiate Your Product
It takes courage and confidence to bundle. But done right, you will increase your conversions, average sale, and profit (C.A.P.).
How To Use A Closing ARC To Sell More Stuff Today
Closers aren’t pushy, but they are persistent as all get out. Why? Because they have a secret weapon to close the sale.
Value Proposition: Stand Out From The Competition
The only way you can have a clear message is if you speak the same language as your customers.
Sales Funnel Optimization: The Myths and Facts
How’s your sales funnel looking? Is it optimized for conversion? If not, what can you change to improve it?
HOPE gets crushed when Despair uses a megaphone
The only advertising that gets customers immediately is through discounts. I’ve seen this picture before, and I don’t like the ending.
Survival Mode And Buyer Archetypes
The answer is to get better at identifying and closing more sales of both Transactional Shoppers and Relational Buyers.
Pizza is not like its Italian cousins
Price is the easiest to match. Competitors will drive you out of business using this strategy when they have more money than you.
The Only 3 Things Any Buyer Actually Cares About
Your client’s satisfaction is not a function of how much they like your product.
When advertising is the LAST thing you need.
Most businesses are blind to friction points that may be holding their sales back. Here's the solution.