Recent Posts

Pricing Experiments I’ve Done. So…You Think Your Price Matters?

Pricing Experiments I’ve Done. So…You Think Your Price Matters?

[ 0 ] January 17, 2018 |

I was being interviewed today about selling techniques…and the subject of price came up. I’m going to shorten this to just give the essentials about pricing experiments I did in the past, and their results. I had an office with about 8 salespeople. We were selling our vacuum cleaner (in people’s homes) for $1,589. One […]

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Ask “How Is This To My Advantage?” When Change Comes.

Ask “How Is This To My Advantage?” When Change Comes.

[ 0 ] January 16, 2018 |

A related thought to my last blog post…. How Is This To My Advantage? It doesn’t apply to everything that happens. If you get cancer, it won’t apply….. But I remember one winter (in 1977-1978, I think) Everyone in town was snowbound for several days. I lived in a mobile home at the time. These were […]

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Don’t “Fake It Till You Make It”. Use What You Have To Your Sales Advantage.

Don’t “Fake It Till You Make It”. Use What You Have To Your Sales Advantage.

[ 0 ] January 14, 2018 |

When we are selling to new clients, some of us are new to it. Some feel out of place. Some are just introverted. But many of us are nervous. And if you are new at selling, this applies especially to you. Never “Fake it till you make it”. It’s terrible advice. Why? Because it’s so […]

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Referral Selling Interview. Generating High Quality Referrals And Introductions To Sales Prospects That Are Highly Likely To Buy

Referral Selling Interview. Generating High Quality Referrals And Introductions To Sales Prospects That Are Highly Likely To Buy

[ 0 ] January 12, 2018 |

Guys. I did this interview a few days ago with David Duford. He’s a trainer and Guru in the Final Expense life insurance field.  Nearly everything in the interview can be applied to any kind of selling, any product, any location.   Included in this video; Why salespeople don’t ask for referrals. Why most companies […]

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Only Talk To Buyers. The Three Best Sources Of Sales Leads That Are Highly Likely To Buy From You.

Only Talk To Buyers. The Three Best Sources Of Sales Leads That Are Highly Likely To Buy From You.

[ 0 ] January 5, 2018 |

This is a summary of a one hour ($500) phone consultation with an insurance salesman that wanted to up his closing ratio. After talking to him for a few minutes, I realized that his problem wasn’t closing better, but talking to better qualified clients. We talked about Highly Likely Buyers and where to find them. […]

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Cold Calling VS Building A Business. Cattle Rustlers VS Owning A Ranch. The Day A Mentor Turned Me Around To Becoming Wealthy

Cold Calling VS Building A Business. Cattle Rustlers VS Owning A Ranch. The Day A Mentor Turned Me Around To Becoming Wealthy

[ 0 ] December 30, 2017 |

I was selling vacuum cleaners in people’s homes for several years. The vast majority of my sales came from simply knocking on doors, and making sales presentations to the people who would agree to it. I was making a good, yet steady (read Plateaued) income.  I studied selling as an art. I talked to people […]

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