Jack Klinefelter

Jack is a thirty year marketing and sales veteran with an insatiable appetite for contributing to the sales success of others. After leaving Cox communications in the late eighties Jack has serviced clients such as: Goodyear, Allstate, Verizon Wireless, Steinway & Sons, and numerous independent businesses. His knack for creating targeted strategies has endeared him to clients who he has been privileged to service in many instances for over two decades.

Serving a Higher Good

“Pragmatic Sales Psychology” short episode series, writing #9”  Sales are a by-product, not simply a thing in and of themselves. As I’ve stated in previous writings, clients’ emotions, perceptions and past experiences loom large in their decision making process. Because of the uncountable number of greedy and money-only oriented sales people (I won’t compliment them …

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Brand Yourself

“Pragmatic Sales Psychology” short episode series, writing #8”     How important is a brand? How important is the public’s perception of a company or a product? What emotions do they emit and how important are those feelings to the buying process? Interbrand ranks the top ten brands, globally, like this: Apple, Amazon, Microsoft, Google, Samsung (we’re …

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The Value of Exceptional Service

“Pragmatic Sales Psychology” short episode series, writing #6”  In Southernese,” It ain’t what you get, it’s what you keep that counts” is a very pragmatic statement when addressing the topic of retention. Maintenance agreements, repeat customers, referrals, trade-ins, trade-ups and upgrades are all very positive and desirable terms and experiences.  How many times after you …

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What Are You Really Selling?

“Pragmatic Sales Psychology” short episode series, writing #5”  “People don’t buy a thing, they buy what a thing does for them.” I’ve been saying this for years and went online to see who I learned it from and couldn’t find it quoted by anyone of note. Since I couldn’t find where anyone of note was …

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Sell Confidence First

“Pragmatic Sales Psychology” short episode series, writing #4”  Regardless of what you are selling, be it a service or goods, it should not be what you sell first. ?????? Is this guy for real? Why would I want to sell something first and not get to the point? Why? Because if you sell confidence first …

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Lead by Inspiration, not Intimidation

“Pragmatic Sales Psychology” short episode series, writing #3”  There are many different ways to teach, coach and mentor. There are as many techniques as there are personalities and character types. They do however, fall into two basic categories: a culture of quotas enforced by strict regulations and expectations, viewed under critical oversight and encounters or …

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