One of the things I like to do on long flights is to play solitaire. It’s mindless enough to allow me to relax, while engaging enough to command my focus, enabling me to shut everything else out. Most of the time when …
Selling Wants Versus Needs
In sales, people talk about “wants and needs” as if they’re the same thing. Or at least interchangeable. But wants and needs are very different from each other, and if you want to increase your sales, it’s crucial to …
Selling the Perfect Valentine’s Day Gift
Valentine’s Day is rapidly approaching, causing anxiety, dread and fear in every man who’s in a relationship. The challenge of buying the “right” gift can be daunting. I just saw an ad on TV yesterday that capitalized on …
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How to Write a Bad Sales Letter
I just received this note in my e-mail (the names have been changed to protect the guilty): My name is Edward Stanton and I am owner of Compu Tech here in Denver. We supply needed equipment to businesses in the Denver …
Kids, Courage and Selling
Yesterday I judged a speech contest at the Tennyson Center for Children, a treatment center for abused and neglected children. Thirteen kids, ages 8 to 14, delivered speeches on topics ranging from how to interpret dreams …
Selling Vegetables with Sex
Over the years, The Super Bowl has become as much about the advertisements as the game itself. With a viewing audience of 100 million people in the U.S., it’s the premier marketing event of the year. This year, 32 …
