Sales & Persuasion – Page 2 –

Category Archives for Sales & Persuasion

Using Follow-Up To Reverse Roles

In my experience, the worst thing you can do is “chase” a customer. Sure, it seems a little counter-intuitive considering most sales are generated in the follow-up. I’m not arguing the importance and effectiveness of follow up. In fact, I discuss why it’s vital here. You may have even seen statistics that reveal something like 80% […]

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Using Offline Channels To Convert Leads And Encourage Repeat Purchases

I’ve used off and on for about 8 years now. From Birthdays and Anniversaries to Mother’s Day and Thank You gifts, I’m no stranger. But out of all my purchases and interactions with them over the years, today was the first time I’ve received a phone call prompting me to order a Mother’s Day gift […]

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Customer Service: Thinking Long Term

Not long ago we decided to move grandma (the same one who won the piano that got me started off the “Price Is Right” in the 70’s) to our second home here in Orange County. And in that decision, we had to rush to paint, fix little things, and lay new carpet. After buying our […]

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The Sale Doesn’t Start Until They Say “No”

This was a phrase I coined at Infusioncon 2011 during the Ultimate Marketer competition and I repeated it in my keynote at this year’s event.

It’s true though. The sale doesn’t start until the prospect or customer says “no”… especially “maybe.”

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