Uncover Your Inner Sales Genius Cover You can receive my strategic weekly Business Blog delivered right to your inbox and get my Uncover Your Inner Sales Genius e-book - all FREE!

Overcome and learn from setbacks

What’s your story? Is it positive or negative? Is it about what you excel at? Or where you are frustrated and failing?
Author and motivational speaker Tony Robbins says all of us have stories we tell ourselves about why we can or cannot do or achieve something in our lives.
As Henry Ford said, if you believe you can or you can’t, you’re usually right.
Our expectations control our perceptions and the way we feel and act. When you succeed it’s because you had the right strategy and used it because you believed in it.
Many people don’t lose weight because they tell themselves it’s hereditary or due to physiology that they can’t control.
If that’s your core belief you are never going to lose weight and even if you lose a little you won’t follow through, reach your goal and feel healthier or in less pain.
Your story may be true. You may have lost someone you loved or broke up with your spouse, business partner or best friend. By dwelling on these setbacks you disempower yourself. That story controls your mood and leaves you stuck in the belief your life will never be the same again.
The stoics say life is filled with setbacks. Don’t let it defeat you. See it as a test of character you can overcome.
Our ebook, Uncover Your Inner Sales Genius, is filled with these kinds of advice.
For your complimentary copy, please go to

Don’t let contractors let you down

Many of us read The Wall Street Journal for the latest business news, trends and ideas to grow our businesses.
It is an excellent newspaper but its delivery contractors aren’t. They miss our mailbox at least once a month – and so far twice this month. That reflects not just on their delivery service but their newspaper, too.
When we took over management of a free distribution neighborhood newspaper, we rode the drivers’ routes to check on delivery. We found old Joe, a darling of the ladies at the printing plant, wasn’t delivering his route. It took 30 minutes of looking in dumpsters to find the newspapers he was supposed to deliver.
Old Joe was a charming con man taking our money and dumping our newspapers.
He was not only hurting our advertisers who counted on reaching shoppers in homes on his route but he was destroying our reputation. His admirers were shocked when we fired old Joe.
We let the ladies know why and they passed the word to the other drivers. We had no delivery problems after that.
If you hire contractors, let them know that they represent themselves and you.
Good work helps their reputation and yours. Shoddy work can’t be tolerated.
We share such field-tested ideas and strategies in our book “Uncover Your Inner Sales Genius.” For a complimentary copy please go to
Next: Overcome your setbacks
Copyright 2021, The Bellune Co., Inc.

Tell stories to attract prospects

Celebrity lawyer Howard Weitzman’s dream was to play professional baseball.
Like many kids, he lacked the talent needed. But he had other talents.
A coach recommended he consider law school. He didn’t know much about lawyers but he rose to the top of his law school class and was voted student body president.
As a lawyer, he learned to give the TV media what it wanted – “sound-bites.”
He learned that TV reporters would take 3 words from 10 sentences. “You learn quickly to speak in sound-bites,” he said.
He defended Magic Johnson, Michael Jackson, Paris Hilton, John De Lorean, Sean Penn, Ozzy Osbourne, Justin Bieber and other celebrities in legal trouble.
Another talent was as a brilliant storyteller, whether having dinner with friends or addressing a jury in court.
“He had a crazy memory for detail,” his friend and MediaLink CEO said.
What does this suggest to you? How about telling success stories in your ads?
In testimonials, your customers can talk about what you did for them that would sound like bragging if you said it yourself.
And follow a celebrity lawyer’s example: Turn your headlines into sound-bites.
Our ebook, “Uncover Your Inner Sales Genius,” is filled with advertising and sales tips. For your complimentary copy, please go to
Next: Don’t let contractors let you down
Copyright 2021, The Bellune Co., Inc.

How to write letters to your prospects

Jane Ellen Murray bubbled over with advertising ideas. After she was graduated from college, she landed a menial job at an ad agency where she loved working.
“I was around all the writers and could pester them with my ideas,” she said.
She worked her way into writing ad copy and eventually became creative director.
She saw advertising in terms of the art of letter writing. You hold a conversation with the one you are writing to.
She used words such as “you” and “yours” in advertising headlines.
She wrote a popular campaign for Sears Roebuck paint. Her head line: “For great American homes like yours.”
For another account, the agency’s researchers found that many women resented advertising that showed only blondes.
Her campaign for the hair-tinting shampoo For Brunettes Only focused on that resentment. It read “Men toy with blondes but marry brunettes.”
What does this suggest for your ads? Think about what motivates your ideal prospects? What angers, aspirations, dreams and hopes make them buy.
How can your advertising talk with them about their feelings?
Make it like a letter from Mom.
Our ebook, Uncover Your Inner Sales Genius, is filled with advertising and sales strategies. For your complimentary copy, please go to
Next: It’s time to take a break
Copyright 2021, The Bellune Co., Inc.

The #1 secret of sale success

Our friend John Carlton has noticed something disturbing about people lately.
What is it? Nobody asks good questions when they meet new people.
Most folks don’t ask any questions at all.
This is OK for civilians. It’s not for entrepreneurs, business owners, and salespeople who want to gobble up market share and obliterate their competition, John says.
The #1 secret to persuading prospects to buy is to know who you’re talking with.
What are their worst fears?
Their most ardent desires?
What’s important to them?
What keeps them up at night?
What do they dream about doing one day?
You can’t find that out by guessing.
The best old-school salespeople insist that anyone they tutor read a book they called the “Salesman’s Bible” for a good reason: It revealed the secrets of persuasion.
What’s the book? Here’s a hint:
A super salesman named Dale Carnegie wrote it.
It’s How to Win Friends ad Influence People.
Maybe you’ve already read it. It may be time to read it again.
Here’s another book you should read. It’s Uncover Your Inner Sales Genius.
It’s filled with business and sales tips like this. It will take you on a 30-day journey to incredible success. For your free copy, email
Next: What do your ads accomplish?
Copyright 2021, The Bellune Co., Inc.

Savvy sellers build strong networks

Many of us learned the hard lessons about selling door to door. Beauty aids, Girl Scout cookies, garden seeds, household products, magazines, you name it.
It was a hard sell if the prospect had no idea who you were. If you were a kid selling newspaper subscriptions you had a bit of an edge.
People often took pity on kids and even reluctantly bought something. That’s no way to develop long-term clients with lifetime value.
Many of us used to keep a Roladex of business cards and contact information. We’ve since transferred all that contact data to our hard drives.
We suggest to anyone getting started in sales that they spend a few hours writing a
friends-and-family list. These are people who know you and probably trust you.
Many of us have A lists and B lists.
On the A list are the names. phone numbers and email addresses of people who know us and are likely to need or want what we have to offer. These are friends from church, the chamber of commerce, civic clubs and community activities.
On the B list are people who may not need what we offer but who know people who do. They can refer us.
We share such field-tested ideas in “Million Dollar Strategies of Maverick Entrepreneurs.” For your copy, email
Next: The easy way to build sales.
Copyright 2021, The Bellune Co., Inc.

Chumps – not champs – cold call

Merrill Lynch has finally come to its senses. Since 1945, the giant wealth management company made its new hires cold call.
Its like Navy SEAL training and Marine boot camp. Cold calling was supposed to weed out the weaklings.
What it actually does is discourage a lot of bright, capable young people and drive them out of the business.
Edward Jones was addicted to this, too. They sent new hires into foreign territory, calling and knocking on the doors of people who did not know them. We watched too many of them fail and resign.
Selling investments is a tough job
People must trust you to give you their money, often their life savings.
Cold calling and its modern equivalent, robocalls, are bad for business because:
• They simply annoy prospects.
• They make you look as if you are desperate or too dumb to know any better.
• They give you, your company and your products and services a bad name.
• They are non-productive and a great waste of time and resources.
• They destroy the morale of your people and run off promising new hires.
If you make 20 calls and even a single prospect will talk with you, you are lucky.
Why waste your time and theirs like this?
What should you and your people do instead? We’ll talk about that next week.
We share such field-tested ideas and secrets in our book “Million Dollar Strategies of Maverick Entrepreneurs.” For your copy, email
Next: What smart sellers do.
Copyright 2021, The Bellune Co., Inc.

The secret is in your smile

Greg Wych named his successful dental practice “The Art of Dentistry.”
You may not think of dentistry as an art.
Isn’t it about straightening, drilling and pulling teeth? No. Greg concentrates on making your smile a work of art.
He ran an ad campaign with us that featured a patient who was afraid to smile.
Her crooked teeth were unsightly. She did not want them to be seen, even by her grandchildren who she adored.
Her husband finally convinced her to see Greg. He examined her teeth. They were a mess but he had a solution.
Since she was so fearful of what he would do to her, he suggested she have it done under sedation. She agreed.
Greg sedated her and went to work. In several sessions, he gave her a new smile.
Now she smiles all the time and enjoys life and her adorable grandchildren.
Those ads resulted in a great return on investment for Greg.
Many people go through life without a smile. In business, we can’t afford that.
A smile will attract prospects and convert them into customers, clients and patients.
A smile will close sales. Smiles will make your bottom line – and you – happy.
If you have bad teeth, see a dentist.
We share such field-tested ideas and strategies in our book “Million Dollar Strategies of Maverick Entrepreneurs.” For your copy, email
Next: Love lifts your bottom line
Copyright 2021, The Bellune Co., Inc.

Never trust a seller – check it out

An entrepreneur we once worked with was a hard-nosed negotiator. We didn’t like his style but we had to admire the little empire of more than 25 businesses in 3 states that he had built.
Most of his buys had been fire sales.
The owners wanted to retire. He might not meet their price but he offered more than any other buyer was willing to offer.
We worked with him on one buy, a failing business. The owner was deep in debt and had inoperable cancer.
In closing the sale he insisted on several stipulations. Among them was that his accountant had 60 days to audit the seller’s books and any undisclosed liabilities would be deducted from the final sale price.
The accountant spent 3 days going over payables, receivables, balance sheets, bank statements, billings and collections for the last 3 years. What a job. We were glad he did it and we didn’t have to do it.
The accountant found more than 25% of the sale price in undisclosed liabilities. That money then came off the purchase price.
The seller left with less money than he had hoped for and the new owner settled the debts for pennies on the dollar.
We share such field-tested ideas and strategies in our book “Million Dollar Strategies of Maverick Entrepreneurs.” For your copy, email
Next: The secrets of a smile
Copyright 2021, The Bellune Co., Inc

How to make business plans that work

When an angel investor hired us to advise him on a proposed new newspaper, we took the plan to 3 publishers we knew.
Each one thought the plan was impractical and each gave different reasons.
We gave the investor the bad news and collected our appraisal fee.
When we were planning to start Lexington Publishing, we hired a former CEO to help us. After we crunched the numbers he made a sound suggestion.
“What if we are wrong about our projected costs?” he asked. “Why don’t we add 10% for contingencies we didn’t expect?”
Then he said, “What about our revenue projections? What if we aren’t able to make the level of sales we projected? Why don’t we take 10% off just in case?”
That was a 20% swing on our projected bottom line: 10% more for costs and 10% less for sales and revenues.
That meant we could begin making a profit in 10 rather than 8 months, not bad since most startups take longer.
The 10th month came and went and we were still in the red. We became concerned.
We thought we had been realistic. And in the 11th month we broke into the black.
In your own plans, be tough-minded.
Lower sales and raise cost projections.
We share such field-tested ideas and strategies in our book “Million Dollar Strategies of Maverick Entrepreneurs.” For a copy email
Next: Always audit the books