The buyer stood a couple of feet away from our exhibit table at the Farmers Market. Her eyes indicated that she might have been reading the signage posted about our natural salsas. Or she could have been eavesdropping on the conversation my wife was having with a different person. “Want a Sample?” vs “Here’s a […]
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Everyone knows the Golden Rule: Do unto others as you would have done unto yourself. It seems like solid wisdom, yet have you thought about its implications? If individuals treat other people the way they prefer to be treated, the end product is an egocentric world. Each person becomes the measure of what is right
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Beyond your wildest predictions, the sales numbers are in the stratosphere! You achieved a record-breaking quarter. How did you stimulate this performance within your sales team? Knowing the secret to increasing sales productivity gets you noticed and rewarded. Yes! Personality Typing It seemed so simple at first. You’ve studied personality typing before. Nothing new here.
“Clothes make the man” observed Shakespeare, and research in psychology has shown this to be true. We attribute different traits to people based on what they wear. So it stands to reason that altering our outfit can change how people see us and respond. Stability, Trustworthiness, Work Ethic How you dress impacts the sale. If
At the core of any sales situation is trust. How trust is acquired, however, changes with personality style. Not every person defines trust in the same way, nor does each individual grant it under similar conditions. If you understand how your prospect develops trust, you can position yourself to increase the likelihood of earning it
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Jessica made big changes this past year by getting her real estate license and affiliating with a local company. Imagine her excitement when a few months ago she got her first opportunity to represent a seller, a couple undergoing divorce. Each has an attorney and all parties agreed that even before the divorce is consummated,
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Anastasia enjoys going to networking events, which is her main strategy for marketing her services. She’s highly professional, friendly and out-going, and has a sunny disposition. She loves people, which is why she was drawn to protect them and their assets. Unknowingly, until recently, she was a gambler. She played the numbers game. Is Sales
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Sally made a choice early in life, which has served her well as an adult. While still in high school she was told by her guidance counselor that her profile, academic performance, and interests fit several career paths including a doctor, lawyer, and accountant. At age 17 she reflected that she wanted to marry, raise
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On the surface, the couple seemed easy to work with. Mr. Brown was employed in state government while his wife was a school teacher. Newly married, they found themselves expecting their first child. Putting their affairs in order seemed like a natural thing to do. When the young agent made the initial visit, they greeted
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Welcome to the first and foremost activity that will determine your success. It’s not your product or service, knowledge, skill or talent in your given field. Nor is it your graduate degree, license or certification. It’s your ability to sell! Robert Kiyosaki, the author of Rich Dad Poor Dad, said: “The ability to sell is
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