Recent Posts

Is This Headline So Compelling That It Forces You To Read The Rest Of The Blog Post?  by Claude Whitacre

Is This Headline So Compelling That It Forces You To Read The Rest Of The Blog Post? by Claude Whitacre

[ 0 ] March 24, 2017 |

OK, I admit it, that was my attempt to be cute. Do you want to create ads that really sell? The one glaring mistake that I see over and over again is that the headlines don’t make the reader want to read the rest of the ad. Here is the main reason your ad fails. […]

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Selling When Asking About A Customer’s Prior Purchases. Talking About Their Decision Making Ability By Claude Whitacre

Selling When Asking About A Customer’s Prior Purchases. Talking About Their Decision Making Ability By Claude Whitacre

[ 0 ] March 22, 2017 |

When talking with a buyer, often they will bring up prior purchases (or you’ll bring it up). You need to be careful how you talk about what they own now and what they have bought in the past. It may seem natural to downgrade something the previously bought, to make your offer look better. But […]

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Sales Prospecting With Gifts, Buying Customers, And Investing In Prospecting by Claude Whitacre (Not for insurance agents)

Sales Prospecting With Gifts, Buying Customers, And Investing In Prospecting by Claude Whitacre (Not for insurance agents)

[ 0 ] March 22, 2017 |

There are lots of different ways to prospect. I’m going to talk about an idea that isn’t for everybody. I call it the irresistible bribe. If you sell something with a good markup, a good commission, and want to increase your sales, you may like the idea of giving a great gift if a qualified […]

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Your Elevator Speech. Adding A Qualification To Your Elevator Speech To Make It Selective by Claude Whitacre

Your Elevator Speech. Adding A Qualification To Your Elevator Speech To Make It Selective by Claude Whitacre

[ 0 ] March 21, 2017 |

When someone ask you what you do, they want to hear you say; “Doctor, pizza delivery guy, construction worker, police officer, hotel manager”.. that sort of thing.   If you go on and on, trying to be impressive, it’s falling on deaf ears. You just want to say a benefit that you deliver. Make it […]

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Convoluted Elevator Speeches. Create Your Best Elevator Speech For Social Prospecting by Claude Whitacre

Convoluted Elevator Speeches. Create Your Best Elevator Speech For Social Prospecting by Claude Whitacre

[ 0 ] March 21, 2017 |

In every book on selling and marketing there is a section on your ”Positioning statement” or your “Elevator talk”. In several seminars I’ve attended the speaker takes us through an exercise… and we all give our “Elevator talk”. It begins with you asking someone what they do for a living, and they tell you. Then […]

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Money On Demand: The 16 Fastest Way to Becoming a Millionaire Online  By Steven Essa & Corinna Essa Book Review By Claude Whitacre

Money On Demand: The 16 Fastest Way to Becoming a Millionaire Online By Steven Essa & Corinna Essa Book Review By Claude Whitacre

[ 0 ] March 14, 2017 |

A couple of very small gripes….The title is misleading. I understand the title, and why it was chosen. Who doesn’t want “Money On Demand”? The title reminds me of Think And Grow Rich. A perfect title with wide appeal, serving a near universal want. I still gave the book 5 stars, because the book description […]

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