Selling

  You’ve seen it before You’re about to get a customer to sign on the dotted line. And then they suddenly back away. What causes them to back away? What causes a sure sale to fall apart? 
When a sale falls apart, it’s extremely frustrating! And what’s frustrating is the fact that you don’t know […]

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    Last week you got a chunky 30-page excerpt of The Brain Audit. This week you can get two short five-minute audio files. These short audios will teach you two very important lessons which you can implement straight away. What you will learn: 1) The critical difference between ‘The Solution’ and ‘Your Solution’ 2)  A tested-formula […]

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You know that story your mum used to tell? Every time she’d start recounting it, you’d groan. You had heard that story ten squillion times before and your mum just ignored you and told it anyway. You may forgive mum, after all she’s just dear ol’ mum, but your readers won’t always be as kind. […]

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In 1920, marketing was a chore. People were separated by vast distances. To get any sort of message across was a royal pain. And this is what 2014 looks like as well. There’s Facebook, Twitter, Glitter, Mitter and a million methods that are distracting you–and your customer. And with every month that passes, the distraction […]

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On a beautiful late spring afternoon, twenty-five years ago, two young men graduated from the same college. They were very much alike, these two young men. Both had been better than average students, both were personable, and both – as young college graduates are – were filled with ambitious dreams for the future. Recently, these […]

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  You ain’t nothing but a hound dog. Cryin’ all the time. You ain’t nothing but a hound dog. Well, it seems like that when you’re trying to get testimonials, doesn’t it? You’ve finished your online course, or your offline seminar/workshop and now it’s a royal pain trying to get the clients to give you a testimonial. […]

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Storytelling seems to be the rage these days. And yet, it’s not new at all. It’s been around for thousands of years. What’s more, it’s not even alien to us. Even as a three-year old, you can tell when a story is really cool and when it’s just plain boring. The problem arises when we […]

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  You already know that 80% of a sales letter depends on your headline And therefore it’s not uncommon to see writers spend many hours testing and re-testing their headline. But what happens once your customer goes past the headline into the rest of the copy? Which are the elements that cause customers to feel […]

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Imagine you’re trying to open a tomato can. And you use a hammer. Excessive, right? Well, the same concept plays out with testimonials. Just because you have the grrrrrreatest testimonials in the world, doesn’t mean you hammer away at your audience. Knowing when to use the right testimonial not only creates greater impact when selling […]

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Do we charge less? Do we value ourselves less than we should? Do you think that sometime in the future, there will be this perfect product at the perfect price, and the perfect client will come along? I used to have a client who had exacttttttly the same problem And I can categorically tell you […]

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I remember flying to Pittsburgh in the year 2004 It was a 7am presentation in front of about 40 people who I didn’t know. And who didn’t know me, either. And by the time the presentation was done at 7:45am, I asked the crowd a simple question. “How many of you would like to buy […]

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A testimonial can go wrong. Horribly wrong. And it doesn’t take much for it to go off track. All it takes is using the wrong words. If you use the wrong words, the customer is confused. And the testimonial goes over the hill, down the ravine and smashes into a million teeny-tiny fragments. No, we […]

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