Companies, as well as individuals, have personality styles. At the foundation of each style is a cluster of values. Making a purchasing decision is a manifestation of these values. So is a hiring decision. Values: Traditional Customer Care A family-owned moving business, established in the 1950’s, has a strong reputation and tradition of customer care. […]
Cutting Corners Didn’t Close the Sale Read More »
Jack proposed lunch and then arrived late. No excuse, he simply breezed in and took his spot at the table set for four. He quickly caught the drift of the conversation, made a comment, and adeptly changed it to his favorite topic – one of his activities. Jack is engaged with many endeavors both professionally
Confidence Alone Won’t Close the Sale Read More »
It takes 7 seconds to make a first impression. When meeting someone in person, you immediately notice ethnicity, gender, outfit, gestures (or lack thereof), hairstyle, accessories, and grooming. Your computer brain then analyzes each characteristic and, in a nanosecond forms an impression based on past experience and association. Knowing this process, sales professionals often take
Use Your Voice to Close More Sales Read More »
Rebecca is a spark plug, not just in stature but also in the way she ignites an audience. She’s a fire first, aim later type of person. Not only is she always on the go, but she also surrounds herself with people just like her. Full of enthusiasm, she lights up a room and energizes
Adjust Your Style to Close Sales Read More »
“I’m just an employee.” “I’m just a representative.” “I’m just the sales person.” Perhaps you’ve heard them uttered by someone you know. Whatever the circumstances, the message is one of passivity and weakness. It conveys the idea that things are out of their control and not subject to their intervention. It dodges responsibility. Brie is
Take Ownership to Close Sales Read More »
Jeffrey has been in sales his whole life. A confident man, he is driven to succeed and won’t take “No” for an answer. He comes across as a bulldog, tenacious and focused. He’s certain that he has the solution for whatever ails you and has a uniform presentation that he uses with everyone he meets.
Can a Bulldog Close Sales? Read More »
Almost from the moment of birth, Cheri has been concerned about helping others. A dedicated daughter, sister, wife, and mother, she always puts other people first. Her desire to serve is admirable, yet many times she felt that the people in her life took advantage of her kindness and generosity. The strongest example in her
Journey Within to Close More Sales Read More »
The buyer stood a couple of feet away from the exhibit table at the Farmers Market. Her eyes suggested that she was reading the sign posted above the salsas on display. Then again, she could have been eavesdropping on the conversation the woman vendor was having with another buyer. Kyle approached her ready to say
Dip into Reflection to Close More Sales Read More »
First and foremost, Derek is a businessman. He owns a franchise that provides care to elders so they can remain in their homes. He reasoned that filling the needs of the baby boom generation would be financially lucrative, and he works hard to make good that expectation. Would he make an ideal prospect for your
Identify Ideal Prospects to Close More Sale Read More »
Kevin enjoys standing out in a crowd. He likes wearing colors, fabrics, and accessories that grab attention and make a statement. He relishes driving a car with its customized license plate that bears signage for his business. He freely tells you that it’s a fool who keeps to himself and remains invisible. In school, Kevin
Close the Sale . . . Now! Read More »
