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McDonald’s Started it & Mastered it. What is Upselling & Cross-selling?

Jim from Columbus, OH writes in my “Talk to me” segment: I sell insurance products. Can you give tips on cross-selling and upselling? Thanks! The art of upselling was mastered by McDonald. They started the “would you like fries with that?” And SuperSize choices. Upselling and cross-selling is the ‘cherry on top’ of selling. It’s […]

Sell Me This Pen. I Sold a Straw Instead.

Did you see the movie, Wolf of Wall Street? The true story of Jordan Belfort’s hard closing, hard selling boiler room type company. It was written by Jordan while he was in prison. At the end of the movie, you see Jordan at a seminar asking the audience “sell me this pen.” Supposedly, if you […]

Real Money

“Here’s an Extra $50 Grace, I’m Making Real Money Now”

This was a headline used in an advertisement, about 90 years ago. Drayton Bird recently wrote about this powerful and quite successful advertisement. You may be asking yourself “Why should I care? After all, I’m not in marketing… I’m in sales!” Here’s why you should care. It’s about the lesson it teaches. The advertisement was […]

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