Just as there are 4 buying styles, there are also 4 dominant selling styles. Most people tend to approach the sales exchange from the same mindset that appealed to them as buyers. This is a mistake. Sellers will be most successful when they address the buyer from the buyer’s preferred style. The first selling style […]
Do You Sell Like You Buy? Read More »
Building rapport is fundamental to attracting clients, developing a profitable business, and closing more sales. When people feel in rapport, their sales resistance drops down and their comfort level goes up. How to build rapport is different whether you meet face to face or over the phone. Let’s focus on building rapport for people who
hEars to Closing More Sales Read More »
With 4-year-old in tow, Lijuan approached the health expo as efficiently as she does her business. An executive in IT, she’s inquisitive, thoughtful, quick to understand and process information, and most of all results-oriented. Just like she behaves at work, she barely waited to hear the answer to her questions before another one was launched.
Pleasantly persistent, Goldie stands patiently in front of a stranger who sits on a park bench near the pond where Goldie walks daily. Eyeing the person expectantly, Goldie nudges the orange Frisbee closer to the person’s feet and vigorously wags her tail. Every muscle in her body is poised for the anticipated throw of her
Dog Day of Selling Read More »
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 »
