Category Archives: sales

How to Sell a Commodity? Try Making a Show

How to sell a commodity? That's the eternal question. Especially if your product or service is not new or tech-driven. Like most products, services, foods, coaching ... come to think of it, nearly everything can be commoditized. Which is bad news. Because people buy commodities largely based on price, which is a loser's game. Don't…
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The Greatest Sales Stories Ever Told

Yesterday I wrote about Warren Buffett ... ... and his habit of reading 500 pages a day. He still spends about about 80% of each day reading, probably because 80% of his wealth has come from ideas. That's because reading is the royal road to knowledge. "It builds up, like compound interest," Buffet says. As…
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New Sales from Old Clients: The $78,000 Referral Success Story

Where are your best clients? Under your nose. Want proof? Your probability of selling to a new prospect is 5-20%, according to Marketing Metrics. That matches my experience. Yours, too, of course. Because selling to strangers ain't easy, no matter how warmed up they are. HOWEVER. Your probability of selling to an existing client is…
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How to Sell a Service at High Prices: $55,000 Case Study

How to sell a service at high prices? That's a tricky question. And this will be a tricky answer. Because I'm writing this in the back of an Uber ride to the airport. And the suspension on this car is shot to hell. It feels like we're on a mogul run down a mountain ...…
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