Posts by Larry Fredericks
Competing With Business Giants
I can’t sell my house if I can’t move my piano!” the man with swollen red eyes barked at MW. MW had been in the real estate business, selling houses successfully, for the last four years. He’d encountered many objections from possible clients. But never before had a piano been the obstacle preventing him from…
Read MoreHow to Have Powerful People Eating Out of Your Hand
He’s big. He’s mean. And he’s just said the four words every driver dreads to hear: “Registration and license, please.” All I wanted to do was run over to the convenience store and grab some milk. Now, my palms were sweating. The last thing I needed was a ticket. Earlier in my life, I would’ve…
Read More“Street Smart” Advertising for Small Businesses
Bill started a new tile-installation business. To increase sales, he decided to place a display ad in the local metropolitan paper. The cost was $1,200 a week. That was a lot of money for Bill, so he was reluctant to commit to running the ad for more than one week. But the sales representative –…
Read MoreMore Tools of “The Master of Persuasion”
“The best way to persuade people is with your ears – by listening to them.” – Dean Rusk Two businessmen, Mr. Wants and Mr. Needs, are competing for the same investment dollars of a potential investor. We’ll call her Mrs. Angel. Mr. Wants has a Monday morning meeting with Mrs. Angel, and he pitches his…
Read MoreWhat Every “Master of Persuasion” Knows About Human Nature
Imagine getting control of a $5 million motel property on the beach without using any of your own money – and then selling the individual units as condominiums and raking in a profit of well over $1 million. That’s what one self-made millionaire did. He convinced the owner of that motel in Pompano Beach, Florida…
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