Warning: Old Psychology Wine in New Bags Coming Your Way

There’s a brand-spanking new trend in marketing land. If my calculations are accurate, you’ll be slammed and bombarded with it inside of two months. EVERYONE is going to fly this here freak-flag, and all the marketing boys are going to be all ‘REVOLUTIONARY SHIT YO!’ at you. You just wait and see. Right now, it’s […]

Continue reading...

Do What You Say, or They Walk Away. (Good Thing I'm Not a Poet)

Sometimes, big boys make big mistakes. Today I received an email from WhichTestWon (interesting site, btw – I can recommend it if you’re into testing). Which by the way, is something I recommend to all my clients. Test, test always be testing. Test early, test often. Anyway, onwards: the email promised me a free download […]

Continue reading...

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 […]

Continue reading...

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 […]

Continue reading...

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 […]

Continue reading...

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 […]

Continue reading...

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. […]

Continue reading...

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. […]

Continue reading...

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 […]

Continue reading...

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. […]

Continue reading...
Menu Title