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Guys. I did this interview a few days ago with David Duford. He’s a trainer and Guru in the Final Expense life insurance field.  Nearly everything in the interview can be applied to any kind of selling, any product, any location.  …

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When we are selling to new clients, some of us are new to it. Some feel out of place. Some are just introverted. But many of us are nervous. And if you are new at selling, this applies especially to you. Never “Fake it till you make it&…

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A related thought to my last blog post…. How Is This To My Advantage? It doesn’t apply to everything that happens. If you get cancer, it won’t apply….. But I remember one winter (in 1977-1978, I think) Everyone in to…

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I was being interviewed today about selling techniques…and the subject of price came up.I’m going to shorten this to just give the essentials about pricing experiments I did in the past, and their results. I had an office with about 8 …

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This is not about pricing your offer to increase sales of a single offer. It’s about pricing your offer…[I]compared to other offers you have[/I], to stimulate sales of the offer you want them to buy.. Buyers have an unconscious need to…

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If you sell one idea, one package, one program, one service, one product….or even just a few offers, this will apply to you. If you sell 1,000 different items, it will not apply to you. This is the single smartest thing I have ever implement…

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Guys; I just got off the phone with a guy that is selling consulting services. He was telling me that everything went well in his “interviews” until the prospect would raise a buying objection. He said that almost always that objection w…

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Guys….have you ever presented an offer to a customer/client…and they kept saying “Let me think about it”…over and over again? This is the very last close I ever use. If they say anything other than “Yes”…

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If you have been in sales more than a month, (or watched the movie Glengarry Glen Ross) you have heard these steps to sell; Attention, Interest, Desire , Action. A.I.D.A. But what is far more valuable is knowing the steps customers go through …

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Continued from the thread yesterday; How To Give Buyers The Feeling That They Have “Shopped Around” So They Buy Right Now, From You Yesterday we summarized the buying process as; Coming into focus, Gathering information, Shopping, Ratio…

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