Charlie Cook's MArketing for Success Insider's Club

Author Archive

The Biggest Waste of Your Time

By Jeffrey Mayer   |   September 9, 2011

“Voice mail messages. Nobody ever returns my voice mail messages. I’m on the phone all day long. Leaving messages. But nobody calls me back.

“What am I doing wrong?”

Stephanie was telling me her tale of woe. She’s not closing enough sales. Not making quota. And she thinks her problem stems from… Read More »

The Reason Your Business Isn’t Growing

By Jeffrey Mayer   |   August 19, 2011

Why do some businesses grow, prosper and continue to thrive, while others hit a sales and profits plateau?

Okay, here’s another question, why do some salespeople  grow, prosper, and thrive while others never make it?

These are questions I’ve been pondering for the past 30 years. Read More »

The 1 Thing You Can Do To Make More Sales

By Jeffrey Mayer   |   July 22, 2011

Tom, one of my consulting clients, is in financial services. One afternoon he was telling me about the wonderful appointment he had just had with John – who is an elephant – a H-U-G-E prospect.

Tom had just spent the past hour… Read More »

The Reason You’re Not Closing More Sales

By Jeffrey Mayer   |   July 11, 2011

Don was working with Phyllis at Ajax Manufacturing and was about to put a proposal together.

He needed some additional information about their situation.

He sat down wrote a list of questions and sent… Read More »

Why Focusing On Closing Is Killing Your Sales

By Jeffrey Mayer   |   July 1, 2011

Dear Jeff, I’ve got this problem. I’ve been calling customers to follow up on quotes that I’ve given them and on prospects who have expressed an interest.

They tell me they haven’t had time to look at the proposals or aren’t ready to… Read More »

What’s In A Name?

By Jeffrey Mayer   |   June 17, 2011

What do you think of when you hear the word ‘Disney’?

Movies? Cartoons? Disneyland? The little guy with the soft-pitched voice and red pants?

Most small business owners think they know what branding is… but they’ve usually got it wrong. Brand recognition is the following:

Read More »

What Dell Can Teach You About Time Management

By Jeffrey Mayer   |   June 9, 2011

It’s about halfway through the year. You’re thinking about your goals and how you can become more successful.

But if you’re like most people, you get bogged down because you believe that in order to increase your income you must…

Read More »

How To Trick Yourself Into Making More Sales

By Jeffrey Mayer   |   May 18, 2011

“Jeff, I’ve got a question for you.”

“What is it Tom?” one of my consulting clients asked.

“Why is it that when the end of the quarter approaches I work very hard to close my sales opportunities so I can hit my numbers and make quota? But I don’t work nearly as hard at the beginning of the quarter.” Read More »

The One Thing You Can Tell Yourself To Make More Sales

By Jeffrey Mayer   |   March 25, 2011

Customers. The one thing we take for granted is our customers.

We think that once we close a sale we’ve a customer for life. It doesn’t work that way.

We’re looking at the sales process from the wrong perspective.

Instead of thinking we’ll get continued business from a customer… Read More »

How Canceled Appointments Can Improve Your Sales

By Jeffrey Mayer   |   January 21, 2011

On Thursday morning Jill, a sales person, 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 Read More »