I wish advertisers always accepted my advice and did what I told them. Alas. There are some furniture store owners and auto dealers who think they know more about advertising than I do. Sometimes they’re right. But not often. I once considered telling a funeral director that I’d let him embalm the bodies as long as he […]
The very first piece of advice James Muir gives is one you shouldn’t follow. In the introduction to The Perfect Close: The Secret To Closing Sales – The Best Selling Practices & Techniques For Closing The Deal, James Muir invites the reader to skip to Chapter 12. That’s where he reveals the two-question technique that […]
It’s finally time to leave the office and head for that first meeting with a direct prospect. You’ve done your research and confirmed the appointment. What should you bring to the call? There are five things you absolutely must have at the first meeting. And one thing you probably have with you that belongs back at the office. […]
Have you told the client what they’re supposed to do next? At the conclusion of a needs analysis meeting, I often ask the client to email me something. Usually it’s an example of advertising they’re doing elsewhere. Sometimes it’s a copy of a brochure or flyer. I do this for two reasons: The obvious reason: […]
How do you handle a rude customer? Some of the worst advice I’ve ever seen on this topic showed up in an unexpected place recently. I’m a regular reader of Geoffrey James’ “Sales Source” column in Inc. Magazine. I agree with his advice sometimes, and disagree at other times. When I disagree, it is usually […]
