Category Archives: Selling

Red State, Blue State

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• 28 COMMENTS

Like you, I lie about how much TV I watch. It’s not a lot (see, I just did it again), but certainly enough that when the topic comes up I feel compelled to stress the fact that, “I don’t watch very much.” And besides, sports doesn’t really count. Or documentaries. Or shows that are more or less based on true events. That’s just learning about history. Now that we’ve gotten that out of the way, I do want to mention a […] Click to read more…

Posted in Expert Positioning, Selling


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Sell Less, Earn More

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• 9 COMMENTS

Like you, I have absolutely no idea what takes place inside the Springsteen household.  But I’m guessing it goes something like this:  Bruce:  “Who wants to hear me play ‘Born to Run,’ right here, right now, live, in the living room? It’s considered one of the best rock songs ever written.  “And, in case you need reminding, I am a member of the Rock & Roll Hall of Fame; my show on Broadway sold out for 236 performances in a […] Click to read more…

Posted in Selling, Voice/Tone/Trust Building

 

The Magic of Free Information

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• 21 COMMENTS

The dirt pile next door is now a 3,000 square foot house. Of course, it didn’t happen by magic. Or overnight. We live in a new development: 60 homes that have been under construction for about four years. When we moved here 18 months ago, there was an empty lot on one side of us and a 30-story (I may be exaggerating) mound of dirt on the other. Slowly, over the months, the mound got smaller and smaller, until one […] Click to read more…

Posted in E-newsletter Fundamentals, Selling

 

Closing Is Not Selling

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• 13 COMMENTS

On the odd chance that you forgot, I wanted to remind you of the significance of this past Saturday, December 8th. Because on that day, I arrived at what I like to call the “Marriage Equilibrium Threshold.” More specifically, it was the day on which I had been married for 10,647 days. Prior to that, I had been single for 10,647 days. Like a nine-month old baby, it was the day on which I had been in for as long as I […] Click to read more…

Posted in Selling

 

Park Yourself in Harvard Yard

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• 10 COMMENTS

I couldn’t have been on the street for more than 10 seconds. That’s how long it takes to walk from the parking lot to the front door of the Sheraton Commander hotel in Harvard Square. But as I did, I heard a car horn; it was my friend Ed, who just happened to be driving by at the exact same moment. Listen To This Post I gave him the finger – I’m kidding, I waved – and walked into the hotel […] Click to read more…

Posted in Relationship Marketing, Selling