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Author Archive

Every Minute of Every Day Is Selling Time

By Jeffrey Mayer   |   January 31st, 2010

Mark Cuban is a very smart businessman. He was featured in a front-page article in The Wall Street Journal.

A Bit of Background
In the 1980s he formed a company that helped small businesses link their personal computers. In 1995 he and Todd Wagner, a college classmate, had an idea: Use the Internet to allow sports fans to hear local broadcasts of their favorite teams even if they are far away. » (Read More)


Discounting Doesn’t Make You Money

By Jeffrey Mayer   |   December 31st, 2009

“Car Incentives Backfire On Big 3″

“Rebates Can’t Halt Big 3 Sales Share Slide” were headlines in the Chicago Tribune.

For years GM, Ford and Chrysler have been usingĀ  rebates, incentives, and Zero Percent financing to sell cars. Unfortunately for them, the auto-buying public aren’t motivated by these incentives any longer.

To get a car buyer’s attention they must create bigger – and more expensive – promotions. » (Read More)


The Secret To Sales Success

By Jeffrey Mayer   |   December 20th, 2009

Shirley told me she sometimes felt like a lioness hunting big game in Africa. When she needed business she went out and found it.

Then after she closed the sale and got that big commission check, she sat back and rested. Like the lioness who lays down after a successful hunt, rolls over on her back, and takes a long nap.

When the lioness is hungry she begins hunting for food again. And that’s what Shirley does. When she needs some business, she goes out and looks for it. » (Read More)


What Your Barber Knows About Marketing

By Jeffrey Mayer   |   December 6th, 2009

Sometimes you need to look at your business from a different direction and perspective. To see where you are going with it.

* Where have you positioned yourself in the marketplace?
* How can you increase revenues and profits?
* What can be done to cut costs?
* How do you find new customers? » (Read More)


Work With People Who Want To Work With You

By Jeffrey Mayer   |   November 20th, 2009

On Thursday morning Jill opened her e-mail and found the following messages in her in-box.

Jill, I am going to be out of town on business tomorrow and won’t be able to keep our scheduled appointment. I will e-mail you when I am ready to reschedule.

Thanks very much.
Stephanie

Jill, We are on some temporary cut backs through the end of our fiscal year, » (Read More)


Monday: The Most Important Day Of The Week

By Jeffrey Mayer   |   October 31st, 2009

I was working with Shelly, one of my success coaching clients, and she asked me “What should I be doing so that I can start the week off with a bang?”

“What do you mean?” I asked.

She explained that each week her » (Read More)


5 Strategies For Your Next Sales Call

By Jeffrey Mayer   |   October 18th, 2009

Jim called me because he was frustrated. He was sending out lots of quotes and proposals but very few of them were converting into sales. He was spending hours of time each day doing this, but making little money.

Jim’s company manufactures electronic components. Every day he receives three, five, ten or more incoming calls where » (Read More)


7 Questions To Ask Yourself Before You Make Your Next Sales Call

By Jeffrey Mayer   |   October 11th, 2009

Brian, one of my consulting clients, and I were talking on the phone this past Friday. The conversation turned to how he motivates and inspires himself. He told me of three Tiger Woods quotes that he has taped to his computer monitor.

Tiger’s quotes are: » (Read More)


Even Dilbert Knows That Face-To-Face Is A Waste Of Time

By Jeffrey Mayer   |   October 4th, 2009

You know you’re onto something when your ideas areĀ  showing up in Scott Adams’ “Dilbert” comic strips.

For years I’ve been preaching that the telephone is a more effective way of selling than face-to-face meetings. Now my ideas are » (Read More)


Phone-Ins, Warm Calls & Cold Calls

By Jeffrey Mayer   |   September 27th, 2009

What’s the “easy” way to make a living as a salesperson? How can I make lots of money without having to call on people? How can I get people to call me, so I don’t have to call them?

These are the types of questions » (Read More)


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