The Deep Psychological Truth About Sales that Hardly Anyone Talks About

Traditional marketing and sales has it that people buy outcomes, not features. It’s not that they need a all-natural Amazonion latex mattress – what they *really* want, is to have the best night’s sleep they can get. But to think (and sell) on that level is limited. Sure yes: features tell, and benefits sell, but: […]

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How to Prevent Headaches When Selling

The roadworks in my street do a great job of showing just how fearful – and deeply irrational – human beings are… and, it’s a perfect lesson in who to sell or not sell to. This town (Salobreña) is built on a rock, and the streets are steep, narrow, and bendy. And because half the […]

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Everything That’s Wrong With Marketing and Sales, in One Handy Sentence

The other day I saw a salespage for some new thing that Tony Robbins is doing – I forget the details, but it’s some sort of programme designed to help people start mastermind groups, or something like that. So far, so good: a mastermind group is a fantastic tool in the life of any business […]

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Timing and How Not to Break the Sale

They might seem like a perfect client for you, and they might seem really keen on working with you. And yet, there’s indecisiveness. Vacillating, no decision. It’s a yes, but not a ‘hell yes’. Whenever you’re in a situation like that, be careful not to break the trust they’re building up. Yes you might know […]

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What if You’re Already Ready?

We weren’t ready. We hadn’t rehearsed in weeks. We still had a problem ending the songs properly, and at the same time. And many of the tracks we played, we just didn’t sound together. You know that feeling, when a band is just tight? We’d never really gotten there, yet. Not consistently. But somehow, last […]

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Ethical Sales Strategies, for People Rich With Integrity

Yesterday, someone asked what I do, so I said: I teach people ethical selling. “Huh”, they said. “That’s odd, because selling and ethics are diametrically opposed”. Are they though? If a baker sells you a loaf of bread, is he being unethical? He’s got something you want, and you’re both happy to exchange things of […]

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Whose Job is it Anyway?

I park my bike and walk up to the cash machine. At the door of the bank, two Spanish men: a son my age, and an ageing father. “Dad, you don’t need to go in here every day. “I can access your account from my computer, no problem. “Really, there’s no need. If you want, […]

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Truth, Evolution, and Sales

“Oh hang on, I need to take this call”. A friendly chat with the groundskeeper of a place I used to live. He pulls out his phone, listens, and says: “Sorry, I can’t meet today – I’m not at home, I had to go to town for an errand”. I look around me at the […]

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Men and Women Wanted for Perilous Journey

Extreme commitment required, long periods of doubt and second-guessing, constant risk. Success as likely as failure. Wealth and recognition in case of success. Reply to learn more. Cheers, ​Martin Want a free daily coaching email in your inbox daily? Then join today, and instantly receive a free copy of the Premium LEAP Marketing Newsletter! I […]

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Wading Through a Sea of NO

Yesterday on the webinar, someone said in the comments that they’d like to become like a magnet, i.e. have inbound sales, instead of having to go out and find buyers. And yeah, it’s something we all want: Buyers show up, money in hand, ready to buy your work. But while it’s possible to achieve, the […]

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