Always Look On the Bright Side of Sales

You know what’s ethical about sales? Solving problems. When someone – anyone – buys something, he or she is looking to solve a problem or meet a need of some sort. A buyer is always looking to improve something, fix something, reduce or remove something negative. If what you sell does that for them, it […]

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Want More Sales? Act Like a Pussy

In business, there is only one valid and current language: the language of the customer. It’s the same in teaching – a good teacher knows they should talk at the level of understanding of the student. I was reminded of this when I read a report about a research project into the language and behavior […]

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Want More Sales? Learn How to Shut Up. (kindness inside)

With all the talk about social media and how you should join ‘the conversation’ and so on, there’s one thing that’s grossly ignored. Silence. Silence is ridiculously powerful. Not from a spiritual point of view or anything lofty like that. See, we tend to talk too much. Most of us do. I sure do. When […]

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La Traviesa

There’s a restaurant here in town called La Traviesa. In the nearly six year I’ve lived here, I’ve seen the place change ownership at least seven times. The food has generally been decent to quite good, depending on the owner at that time. But as nice as the view might be, and as good as […]

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Power to the markets: How the Internet Emancipates You, the Consumer

When I just started writing salescopy, I thought I’d gone over to the dark side. After all, from monk to marketer is a fair leap. A small library worth of reading about ethics, and a few weeks of serious meditative contemplation later, I had come to a resolution of my dilemma: Ethical sales are possible. […]

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The Sales Psychology of Leaving

The other day I told you how trying to sell to someone before you build a relationship with them is like trying to kiss a woman right after you introduce yourself. It’s a wacky metaphor, but there is a lot of similarity between dating and sales. In reality, everything, ever, always, is essentially a sale. […]

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Freelancers, Entrepreneurs, Artists Creatives and Artisans: Put Down Your Tools and Back Away From Work

Entrepreneurs and freelancers often think that putting in more hours equals getting more done. They couldn’t be more wrong. Instead of pushing through into the small hours, I state that you should all shut down daily at the same hour. Here’s why: I’m sure you’ve had the experience: A long day ahead with lots to […]

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How I Sold Six Vintage Ferraris and Made $0 on the Deal

I put the phone down and wondered how the hell I had gotten into this situation. Next, I wondered how I was going to get out of it. My friend Eduardo had just told me his trip to Cadiz was successful: he had found a buyer who would buy our six vintage sports cars immediately. […]

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Sales Psychology: How I Finally Got My Grandmother Online

They say that the best way to get a sale is to know what people need and then show them how to get it. I had the good fortune to experience this for myself. Helen is an English lady who lives here in town. She’s in her 80’s, and while her body is failing her […]

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You Really Don't Want to Serve Arroz con Gris

In this part of Spain there is a tradition called tapas. When you order a beer or a glass of wine, the house will serve you a small plate of food with it, at no extra charge. Sometimes it’s olives, sometimes a small portion of paella, or you might get some locally grown tomatoes with […]

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