Don’t Walk Away With Nothing

Important Sales Insight: People often feel guilty about saying "no." After you've spent time trying to persuade them to buy something, they feel bad about just saying "no." They may say "no," but there is lingering guilt for having wasted your time. This is especially...

The art of criticism the skill of praise

How can you get your key employees to quickly develop the skills and talents they need? How do you get them to understand what you understand? In short, how do you get them to succeed? These people can make your future immensely richer, fuller, and happier. But much...

A Great Sales Letter Formula

Last month, I spent less than one hour adapting a simple one-page sales letter to be e-mailed to 215 people who'd recently done business with one of my clients. The e-mail was simple. Basically, it said: "Thank you for your recent purchase. Now I'd like to give you...

It Ain’t No Sin to Use Bad Grammar

Depending on your product and your target audience, using improper English in your sales copy may make it work better. The trick is to really know your prospect. Actually picture him or her in your head. Then pretend you're having chat with that person while you...

Do You Think Managing Is a Waste of Time?

According to most "serial business builders," bad hiring and firing decisions are among the most serious mistakes entrepreneurs make. These include: 1. Not spending the time and energy to recruit the very best employees 2. Not paying close enough attention to an...

Training Your Employees for the Big Race

One of the most important business skills is almost never talked about. It is speed. In Ready, Fire, Aim, I explain that the faster you get good ideas to the marketplace, the better your chances of succeeding. And the faster you can get almost anything done, the less...

When to Tell Your Customers about Your Weaknesses

Twenty-five years ago, when Jay Abraham and I were relatively young men in this business, we shared the tips and techniques we discovered. He'd give me his best new idea. And I'd give him one of mine in return. One of the ideas he shared with me was already an old one...

Got Your Attention?

What captures your attention? A pretty face? A televised car chase? The smell of baking cookies wafting through the room? It doesn't take much. And what holds your attention? That's not so easy, is it? It takes something that has a more direct impact on your life....

The only business start up strategy I recommend

When Mary Kay Ash retired from her job in 1963, she took her life savings, $5,000, and opened her own business. Boy did it pay off! Mary Kay Cosmetics is now a billion-dollar company. Or take Hugh Hefner. He financed Playboy with $8,000 in loans from 45 family...

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