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Author Archive

How Getting Over Your Fear Of Cold Calling Will Get You More Sales

By Jeffrey Mayer   |   January 6, 2011

There’s one area of sales that everybody hates to do…Cold calling – the dreaded task of picking up the phone and calling someone they’ve never spoken to before. Why? ?Because they’re afraid of being rejected.

So What!

Read More »


Sales Would Be Wonderful If Everyone Loved You

By Jeffrey Mayer   |   October 3, 2010

“I hate sales. I don’t like being rejected.”

Does that lamentation sound familiar? How many times have you heard it? How many times have you said it yourself?

I don’t want to be rejected. I want to be loved.

Yes, wouldn’t life be wonderful Read More »


Closing More Sales By Selling Better Service

By Jeffrey Mayer   |   September 29, 2010

He said that would be fine and it would go out on Monday for our next meeting was scheduled for Tuesday afternoon.

During our Tuesday meeting I asked if he had sent the package of information, which I had not yet received. He said, “Yes, it was sent yesterday morning.” We let it go and moved onto other things.

When we got together on Thursday afternoon, he asked if I had received his package which had been sent by overnight delivery three days earlier. It still hadn’t arrived. On Friday afternoon it showed up. Read More »


Bulldogs Don’t Build Sales Relationships

By Jeffrey Mayer   |   September 17, 2010

Tom has been selling for 13 years to businesses in the building and construction industry.

His approach was to be a bull dog. To persist. To NEVER take NO for an answer.

He was going to call on them till they Buy Or They Die. Read More »


Making the 80/20 Rule Work For You

By Jeffrey Mayer   |   August 31, 2010

When I’ve written about the 80/20 Rules I was taken to task by several readers who vehemently disagreed with the concept that 80% of one thing comes from only 20% of something else.

One reader we’ll call him John, wrote : “I’ve just read your most recent success newsletter. I must say that I’m appalled that you refer to and believe in the old Pareto law.”

“Did you know that Mr. Pareto lived in the 16th century? Believing in the 80-20 law is like believing that Earth, our planet, is flat.” Read More »


7 Tips to Closing More Sales

By Jeffrey Mayer   |   July 31, 2010

Remember Willie Sutton? Willie was a bank robber.

When asked why he robbed banks, he replied: “Because that’s where the money is.” (No! I’m not suggesting that you rob a bank. 🙂 )

Willie’s story came to mind when I was recently asked by a sales consulting client, “How do I grow my business?” Read More »


Create Opportunities With Your Business Card

By Jeffrey Mayer   |   June 30, 2010

Television star. Movie Star. Famous Comedian.

What do you do when you’re at a restaurant and a famous person sits down at the table next to you?

A. Pretend he’s not there.
B. Whisper to your friends that a famous person’s sitting next to you, but do it so subtly that he doesn’t know you’re talking about him? (But of course he does.)
C. Say ‘Hi’ and tell him how much you enjoy his program? Read More »


You’ve 60 Seconds to Make Up Your Mind

By Jeffrey Mayer   |   May 31, 2010

You must make up your mind in 60 seconds.

No time to think. No time to change your mind. Answer Yes, or No.

What are you going to do?

Has anybody ever given you a choice where you had to make a decision almost instantly?

How did that make you feel? Read More »


How to Leverage Your Time for Greater Success

By Jeffrey Mayer   |   May 27, 2010

Jim and I were talking the other day. He was grumbling because it’s the end of the year. He’s worked very hard.

* Put in too many hours at the office.
* Put too many miles on his car.
* Spent too many nights in hotel rooms.

And didn’t spend enough time with his family.

To top it off, he didn’t hit his sales or financial goals.

He’s tired. Stressed out. Exhausted. And frustrated. Read More »


Change the Rules of the Game

By Jeffrey Mayer   |   May 20, 2010

RFPs. Requests For Proposals. What do you do when you get them?

* Get all excited because you think you’ve got a hot prospect?
* Start thinking of all the ways you can spend that big commission check?
* Figure this BIG sale will make your year, help you beat your quota and keep your boss happy?

If you picked any of the above answers, you picked the wrong answer. Read More »