As a business owner, the last thing you want your customers to do is to compare apples with apples. As soon as they compare apples with apples or oranges with oranges, you enter a marketing state called “commodity” pricing. This is a dreaded word in business because selling commodities means selling on price. The vendor [...]

First, let’s get one thing out of the way. In business, you are either in sales or you are in sales support. There is no middle ground. If you are in sales, you will fully understand and appreciate my statement for all its meaning. If you are in sales support, you may object to my [...]

When was the last time you sent a thank you note to someone? Was it after you received a present from them? Was it after they bought you a free lunch? Was it after your dentist fixed your nasty tooth ache? Was it after your chiropractor readjusted your back and took away the pain? Was [...]

The first most powerful word in sales psychology is “free.” The word attracts attention like a bright yellow flower attracts bees. People have been known to trample each other to get at a “free” offer. Free works. I don’t care how rich a person is. Everyone likes something for nothing.
The second most powerful word in [...]

In the US, people celebrate St. Patrick’s day. Most people wear some form of green clothing and you should wear green too. Here’s why. If you don’t wear green clothing on St. Patrick’s day, you’ll get pinched.
Believe it or not, there is a lesson in sales psychology at play here. Sales is all about persuasion. [...]

Today I’m starting a category called “Sales Psychology.” I debated whether I should share my secrets so openly on a blog. My main concern was whether I would lose any potential sales by revealing my best marketing sales psychology triggers. In the end, I concluded that it is better to give freely than to hoard. [...]