Bait and Switch, Selling and Telling the Truth
The other day, Sharon who is my long-time trusted “gatekeeper” covering our live chat box on our site, sent me this chat conversation she had: Subj. “Possible LARGE Sale” Sharon: Hello…its SharonSharon: WelcomeVisitor: I need Ari’s phone numberSharon: ok, can i ask what it is in regards too please?Visitor: I am with a huge agency […]
Perry Marshall Digs Out The Truth Behind Phone and Internet Selling
The other day, I was taking my usual walk around Watsons Bay, a scenic peninsula near my home in Sydney, and my Ipod skipped to a recording that Perry Marshall and I did a while back. As I started listening to it, it hit me that this is a recording that needs to get out […]
Whispers in the Airport Lounge
I’m just sitting here in the Qantas Business Class lounge waiting for my flight to leave from Sydney to Los Angeles. It starts boarding within an hour or so. This is my bi-annual 2-week trip back to the US each year that I take to upgrade my direct marketing skills and to visit my sister […]
Sales Language: “Follow-Up” — Good or Bad?
If there is one phrase that exemplifies the typical sales person the most, it’s the phrase “follow-up”. You probably use that phrase instinctively, without even thinking about it, especially when you call your prospects after your initial conversation with them. Until now, you probably never questioned that phrase. But I bet, if you’ve only been […]
The Dog and Pony Show — Reinvented
If you’ve been exposed to the sales world in one form or the other, you’ve probably heard of the infamous “Dog and Pony Show”. That’s where you’re invited to come to your prospect’s office and make a presentation in the hopes you’ll persuade them to buy what you have. Of course, that’s the plan, but […]
How To Sell in a Down Economy
Recently, here in Sydney Australia, our members got to hear me “pick the brains” of one of our successful members who is well on his way to mastering the Mindset. He’s doing the exact OPPOSITE of what all the sales gurus taught him over the years – and he’s getting stellar results to show for […]
Lessons learned from speaking to 900 entreprenuers at the Glazer/Kennedy Info Summit…
I’ll be brief, since the pilot on the Qantas flight that I’m on right now announced we are taking off to Sydney in about 10 minutes. It’s been a pretty crazy two weeks in the US. First attending my sister’s wedding in San Diego and seeing her get married to a really great guy. Secondly, […]
Two Sales Worlds, Which One Do You Live In?
There are two different worlds that exist when it comes to selling. First is the one most business people live in where they battle each day with prospects using old-school traditional sales techniques trying to “close the sale”. The second one is the one our Inner Circle members live in where they have a “system” […]
How To Take The Bull Out Of The China Shop …
If I had a dollar for everyone who asked me this question: “Does Unlock The Game work if I’m not purely cold calling?” I’d probably have thousands of more dollars to donate to charity. Of course the answer to that question is a resounding yes. But rather than start charging for that answer every time […]
The Kiwi bailiff who says he can’t sell …
I’m writing to you from New Zealand, having left Sydney yesterday, returning this week. I’ve been invited to speak at a large conference of distributors for a major pool manufacturer where I’ll be sharing breakthrough strategies of how my clients engage in new sales conversations, without ever experiencing resistance (yes, that is possible). Seems all […]
