Case Studies

6 Little Known Factors That Are Costing You Sales

In a previous post, I covered how a door-to-door salesman used Robert Cialdini’s Influence triggers to sell me a six month supply of frozen chicken breasts. After breaking down what happened, I was impressed with how well Cialdini’s framework explained how the salesman persuaded me to buy. Which brings up a question, what about the [...]

I Slammed the Door in His Face . . . Part 2

Welcome back to the story of how a door-to-door salesman sold me a six month supply of frozen chicken breasts in twenty minutes. In Part 1, I analyzed what happened using Robert Cialdini’s famous Influence framework. It turns out that our salesman used all six techniques. And, they worked like a charm. If you missed [...]

I Slammed the Door in His Face. Twenty Minutes Later He Sold Me $300 of Frozen Chicken Breasts.

Who says door-to-door sales doesn’t work? Just last week, my wife and I bought a six month supply of frozen chicken breasts.  From a guy we never met before.  From a company we never heard of.    All from the comfort of our front porch. We got sold. It might have been the shortest sales cycle [...]

Just Another Roadside Diner? Not Anymore!

My wife and I just got back from a twelve-day road trip through Utah’s National Parks. As is customary on such trips, we ate at a handful of roadside diners tucked in between the towns of ‘Nowhere’ and ‘Are-We-There-Yet’. Every Diner Same as the Next Most of these diners are pretty much the same. The [...]

He Broke Through His Traffic Plateau in 3 Hours

One of our readers and coaching clients recently came to me with a problem. Kris has a successful foreign exchange trading business.  He sells training materials and software that teach others what he knows. Most of his sales occur online.  Over the past year, he’s steadily built his website traffic and is doing a “decent” [...]

He Went from Pest to Partner in 3 Hours

One of my coaching clients (I’ll call him Jeff) is a residential real estate broker. He knows his business. He has a great personality. He cares about his customers. Under normal circumstances, he would be knocking it out of the park. But, we aren’t under normal circumstances. The real estate market is at a stand [...]