Lynda is smart, ambitious, resourceful, and determined. As the only daughter in a family of sons, she was a Tomboy growing up and thought she could adjust herself to the world of men. Yet, she could not overcome the male-dominated culture of selling insurance in the firm where she worked. True to the statistics that […]
Selling Insurance Tomboy Style Read More »
Some salespeople are stuck. Convinced that their way is the best way, they are surprised when things don’t go as expected. How can their gentle and friendly style be wrong? They are sure that being welcoming, sociable, and amiable are traits that will drive the sales process in a positive direction. Friendly Sales Style Carol
Every personality style has its assets and deficits. Because most people sell the way they buy, they are often blind to their myopia. Their Achilles’ Heel is their inability to see through the lens of their prospects They expect potential clients to adjust to them, then blame external conditions rather than taking responsibility for their
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Chris Salisbury wrote a thoughtful article entitled, The Mighty Triangle of Influence. He identified a common challenge faced by sales professionals, namely that a committee or team decides collectively when it comes to making purchases for a business. Naturally, influencing a group requires far more skill than persuading a single individual. The Committee The usual
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Most buyers have sales resistance. While we do like to purchase things, the majority doesn’t like to be sold. Hence when we detect salespeople presenting their wares, we push back. Often that opposition takes the form of objections. Handling Objections As a professional, you may have studied how to respond to common objections. Perhaps you’ve
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Rita is the department head of radiology and used to being in charge. Knowing the patient’s diagnosis and treatment depend on it, she is exact and precise in reading x-rays. She’s a no-nonsense, direct individual who is quick to decide and eager to have results. Mark, a financial adviser and underwriter, met Rita at the
Easy Sale or Difficult Client Read More »
“I don’t know what to say.” This simple, heartfelt declaration expresses a deep-seated worry, concern, and desire. Wendy recently transitioned to become a real estate agent. As a single mother of three children in their teens and early 20’s, she is determined to make a living in her new career. Her head is filled with
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Myron values relationships over transactions. Consequently, he feels uncomfortable steering a conversation or influencing other people lest he be accused of being pushy and aggressive. He acquired this mindset from his upbringing and it was reinforced through personal experience. As a result, he’s severely handicapped when it comes to talking about money or asking for
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A sound marketing principle is to define your target audience and know precisely the demographics of your ideal prospects. In addition to gender, age, race, social status, and educational level, consider an overlooked factor – the individual’s personality type. People process information in 4 distinct ways. Having AlikeAbility™ allows you to match their decision-making style.
Know Your Buyer’s Style to Close More Sales Read More »
You have a measly 7 seconds to form a first impression (Willis and Todorov, Psychological Science, 2006). Your mind quickly takes into account multiple traits when you meet someone new. These include educational achievement, economic level, trustworthiness, sophistication, success, credibility, competence, and sexual desirability. So when buyer meets seller, each is sizing up the other
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