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The Instant Sales Boost Blog

June 28, 2022

The Language Of Selling. Describing What You Do For A Living

Always accurately describe what you do if you are in sales. A very common mistake new salespeople make is trying to pretend they do something else, rather than sell a product or service. It’s possible that they feel that the sales prospect …

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June 28, 2022

Selling Direct Mail Advertising. A 21 Year Old Advertising Rep Paid Me $500 For What I’m About To Share With You For Free

I’ve written several books on selling. One was titled Selling Local Advertising. Today I got a call from a 21 year old rep that sells bundled direct mail advertising packages to local advertisers…mostly small business owners. Te y…

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June 28, 2022

“It Takes Five Closing Attempts Before You Get A Sale”. Where It Came From, Why It’s A Myth, And When It’s True

If you’ve been in sales more than a week…or in advertising…or advertising sales..you’ve heard it..or a variation of it…. “It takes five closing attempts before they buy” “You need to run the ad fi…

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June 28, 2022

“It Takes Five Closing Attempts Before You Get A Sale”. Where It Came From, Why It’s A Myth, And When It’s True…Continued.

In response to my last post “It Takes Five Closing Attempts Before You Get A Sale”. Where It Came From, Why It’s A Myth, And When It’s True”  I had a particularly intelligent response. This person said that th…

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June 28, 2022

Wants VS Needs…and Introducing “Highly Likely To Buy”. Part Of A $500 Hour Long Consulting Call. Claude Whitacre.

Another consulting call for 60 minutes today. This time a young salesman selling home improvements…windows and doors. He had read my books on Closing Sales and Sales Prospecting, and had a list of questions. A couple of them (a…

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June 28, 2022

Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success by Jordan Belfort…Book Review

I just read Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success by Jordan Belfort If you are in sales right now, you absolutely have to read Jordan Belfort’s new book. I ordered mine in March…

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June 28, 2022

Sales Prospecting. Should I Prospect Myself Or Hire Someone To Prospect For Me? (Whether Sales Referrals Or Cold Calling Leads)

If you have been in sales more than a week, the idea has popped into your brain that you could hire someone to make prospecting calls for you…while you simply make the sales. I’m going to suggest that you call the leads or referrals&nb…

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June 28, 2022

Cold Knocking. Cold Calling Strategies That Get You Into A Sales Presentation Right Now. #1….Taking A Survey.

This isn’t in any of my books. I decided to share these methods because I spent the first 20 years of my sales career selling life insurance and then vacuum cleaners….door to door. I had a referral system when selling vacuum cleaners, b…

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June 28, 2022

Cold Calling VS Building A Business. Cattle Rustlers VS Owning A Ranch. The Day A Mentor Turned Me Around To Becoming Wealthy

I was selling vacuum cleaners in people’s homes for several years. The vast majority of my sales came from simply knocking on doors, and making sales presentations to the people who would agree to it. I was making a good, yet steady (read Plat…

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June 28, 2022

Only Talk To Buyers. The Three Best Sources Of Sales Leads That Are Highly Likely To Buy From You.

This is a summary of a one hour ($500) phone consultation with an insurance salesman that wanted to up his closing ratio. After talking to him for a few minutes, I realized that his problem wasn’t closing better, but talking to better qualifie…

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