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How to Turn a NO into a YES!

Can an initial rejection actually help you get the “yes” you really want? Surprisingly, if you create the right first and second requests, it can. Persuasion expert Robert Cialdini conducted a classic...

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How to Turn a Thank You into Higher Sales, and More: Roger’s Picks

Here’s some of the interesting stuff we’ve gathered during another 7 days… add your own find in a comment!Have you ever arrived at a website and struggled to figure out what was going on, or what you...

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Selling to Tightwads, High-heeled Hotties, Killer Ad Copy, More – Roger’s Picks

And here’s our reading list for this week:Eloise Keating (@ellykeating)’s Brain gain: How neuroscience can improve your business’ marketing today picks up some of the key points from my Australian...

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Death of the Sales Funnel, Bad Body Language, and More – Roger’s Picks

Essential reading for the weekend…They say money can’t buy happiness, but can science get you to a happier state? Lots of researchers are working on that, so the answer may be “yes.” Dr. Jeremy Dean...

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Do You Suffer From Funnel Vision?

They say if you have a hammer, everything looks like a nail. One of the favorite tools of marketers, the sales funnel, may produce the same kind of myopia, according to Unmarketing’s Scott...

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Eight Most Common Marketing Mistakes That You Should Avoid Making

Everyone is an expert in marketing these days. And with social media, everyone is an ad critic. Not entirely a bad thing, but as marketers you need to know how to filter the noise. People need to...

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The Simple Sales Booster That Almost Nobody Uses

Could one tiny line of text on a product page increase your sales? A recent A/B test published by WhichTestWon says yes.WhichTestWon encourages readers to guess which version of a page or ad performed...

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Sales Intuition: How to Use It and Improve It

Years ago, I read about the sales strategies employed by a remarkably successful car salesperson.One of them was to never pre-judge customers. His fellow salespeople would ignore the scruffy looking...

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How To Use Positive Framing to Persuade and Sell

You may not sell to chimps and bonobos, but a fascinating new experiment shows that our human preference for the positive is an evolved trait and deeply rooted in our psyche.Scientists at Yale and Duke...

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Five Secrets to Successful Selling from Shark Tank

Shark Tank can teach you a lot about how to sell — at least, that’s my takeaway from hearing the stories of Shark Tank contestants.I attended a “The Shark Tank Effect” networking event, produced by the...

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The TMI Effect for Pictures Can Reduce Your Sales

As consumers, we love more pictures of products we’re interested in.Close-ups, multiple angles, etc. ensure we know what we’re buying. One person might buy a running shoe for its stylish appearance,...

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