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Tag Archives: advertising

JOSH MABUS: But it was on sale

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You’ll never believe the sale I found today, honey,” your wife says to you as you undo your tie and put away your shoes. The Maison Weiss bag lying on your bed reveals the shape of the shoe box it contains. (Ladies, sit tight. I’ve got an equally damning example about husbands after this.) “These $400 shoes were on sale ...

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TODD SMITH: Master your crisis communications online

advertising marketing

You have to do more these days to shift into gear when a crisis arises. It has to be a combination of positive PR, comprehensive and transparent messaging and a carefully articulated response statement – and in today’s fast-paced, plugged-in world, it must absolutely include a strategic social media response. With nearly two-thirds of American adults on social networking sites, ...

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JEFFREY GITOMER: What’s your ‘type’? Mine is ‘sales successful’

salespeople

Everybody talks about “types” of people, in order to try and figure them out. Salespeople are all taught to mirror, model, and type their prospective customers. Big mistake. My opinion: total manipulation. Total joke. Total waste of time. The key word is harmonize. Not mirror or model. Harmonize is sincere. Mirror or model is manipulative. Get to know them as ...

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JEFFREY GITOMER — What is the key that unlocks the sale?

advertising marketing

Is there a one word answer to making more sales happen? YES! Probing? Listening? Presenting? Talking? Assessing? Pain? Objections? Closing? Manipulating? The key to selling is not probing, listening, presenting, talking, assessing, pain, objections, and especially not manipulating. The key that unlocks sales is harmonizing. But you’d never know that from most salespeople’s actions. Selling is about understanding the other ...

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JOSH MABUS — Are you a duck or a hunter?

duck2

I can work with someone who has different tastes than I have. I can work with someone who has different ideas about marketing. One thing I will never do is go duck hunting with someone who thinks they’re a duck. I had a particular type of meeting this week that is, thankfully, becoming more of a rarity with each year ...

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JOSH MABUS: You are advertising to fewer idiots than ever before

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My daughters and I were getting a head start on back-to-school shopping at the mall recently when one of them brought me a new pair of jeans she wanted. They fit great, and they looked like they might even hold up through an entire school year, but when I looked at the price tag, I felt a little dumb. They ...

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JEFFREY GITOMER: The proposal and the sale are miles apart

ADVERTISING word cloud, business concept

Sounds good, send me a proposal.” How many times have you heard that? Too many. So you run back to your office, put together a proposal, send it to the prospect, and start the follow-up process (and the prayer vigil). Or do you? REALITY: The sale should be solidified BEFORE the proposal is written. Your proposal should be the essence ...

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TODD SMITH: Newspaper ads triple campaign success

newspaper

Forget their differing opinions on marriage, home ownership, and politics – the most telling differences between younger and older generations is how they prefer to get their news. A new Pew Research Center’s survey on modern news consumption trends, conducted in partnership with the Knight Foundation, shows that, when it comes to news consumption, the old and young look very ...

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JEFFREY GITOMER: The non-secret formula that makes a great salesperson

ADVERTISING word cloud, business concept

What makes salespeople great? What makes salespeople successful? What characteristics make up a sales superstar? Wouldn’t you like to know the answer to these questions? So would every salesperson. So would every sales leader. So would every person who hires a salesperson. By understanding what criteria sales managers and business owners look for in a salesperson, you may be able ...

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