It was rush hour. She was driving a powder blue Mini and had the right of way. He was driving a champagne gold Boxster S convertible and was merging from the right. Ahead of them was an intersection with 4 choices: right, straight, slight left, full left. For those merging who desired to venture left, […]
Driving Home More Sales Read More »
Immediately upon graduation, Sam was recruited by a family friend to sell insurance. The company provided him with excellent training and it opened up an opportunity to make a career of it. As a result, he is now studying for several exams that will position him as a Certified Financial Planner. In the interim, he
My Best Sale Ever! Read More »
Of the 4 buying styles, one makes decisions on the spot; another takes days (weeks – forever!) and then doubts themselves. Can you tell by their vocal qualities which one you’re talking with? The one who speaks quickly, breathlessly, and enthusiastically is a fast decision-maker. On the other hand, the one who speaks deliberately, pauses
Closing Sales: Innate or Learned? Read More »
Have you ever heard these complaints? ► “I know a lot about my product, yet can’t book appointments.” ► “I attend lots of networking events without meeting the right people.” ► “I make presentations yet don’t close the deal.” ► “I’m losing the sale because one member of the couple balks.” ► “I’ve been in
You’ve Got AlikeAbility™ Read More »
“Things are seldom as they seem. Skim milk masquerades as cream.” So goes the lyrics from Gilbert & Sullivan’s operetta, HMS Pinafore. The same warning can be issued by reading a buyer’s personality style. Often a person’s occupation may be a strong indicator of their inner values. However, people choose careers for many reasons. So
What’s the Motivation? Read More »
Bob and Irene are married and own a realty company. He is strong in planning, organizing, managing, and budgeting. She’s a super sales star, great at schmoozing, negotiating, and closing the deal. They compliment each other well and make an outstanding team that has attracted many brokers and agents to their firm. Ten years ago
Can You Sell to Flip-Flops? Read More »
Chad towered above everyone in his field, not just because of his height, more so due to his business savvy. He was unconsciously competent. He knew how to sell ice to an Eskimo. He seemed to possess the Midas touch because almost every person he met used his services. Younger professionals flocked to his feet
Over 2500 years ago, Hippocrates identified 4 distinct temperaments that he associated with different body types and psychological states. How we make buying decisions generally occurs in 1 of 4 ways broadly labeled: Planner, Action-Taker, Friendship-Seeker, and Smart-Buyer. The 4 Temperaments You may be familiar with various personality systems, each of which uses the concept
Is Your Selling Personable? Read More »
Eddie made a choice early in life, which has served him well as an adult. While still in high school he was told by his guidance counselor that his personality profile matched several career paths including a doctor, lawyer and accountant. While he thought he could be a good doctor or lawyer, he knew he
Selling Steady Eddie Read More »
Myra called in a panic. A new customer was unhappy with his custom-made shirt, and this was the third time it had been returned for alternations. The custom-made trousers and jacket, which he ordered at the same time as the shirt, fit the burly individual precisely. The problem, as she defined it, that the customer
Can This Sale Be Saved? Read More »
