Each year millions of children (adults too) write letters to Santa Claus, or sit on his lap, and tell him the things they desire. What a clever fellow he is in getting prospects to specify their preferences exactly with just a single question: What do you want for Christmas? If only sales professionals got the […]
Selling to Santa’s Personality Read More »
Those who knew Lynn well might question whether she had a backbone. She rarely stood up for herself. She was extremely accommodating with other people, often at her own expense. Consequently, as an entrepreneur and solo business owner, she struggled to make a living. She brought that same quality to her business and it suffered
Stand in Your Power to Close More Sales Read More »
“Whats going on? Lots going on in my world so I thought I’d give you a quick update.” This is the exact email I just trashed with a chuckle. Maybe you received one this week just like it. Did it make you laugh? Probably not. In fact, you may have groaned with displeasure at yet
Are you offending your prospects? Read More »
“You’re a natural born salesperson.” We’ve heard that exclamation directed at someone or perhaps we’ve said it to a colleague or friend. What is meant by this expression? When people have the ability to connect quickly and authentically with others, we often assume that trait is inborn. While some people do have a tendency to
Be Unnatural to Close More Sales Read More »
Figuring she would have little competition as a financial planner, Frances was clever enough to exhibit at the health expo. In fact, she was the only such representative among 200 vendors. The signage she displayed smartly tied into the health theme. Yet, at the weekend, despite over a thousand people who passed her table, Frances
Failed to Get Leads Read More »
Since boyhood, Louis was driven to succeed. He defined success as the freedom to do the things he wanted, when he wanted, with the people he loved. He envisioned owning a sports car, an apartment in the city and a house in the country, and having the time to golf weekly. Although ambitious, he cared
Use Your Values to Close More Sales Read More »
The prospect wanted results — a reasonable request. Eileen endorsed his desire completely yet was smart enough to know that the specific outcome he craved was improbable. What should she do? Here she was in an initial, “free” consultation talking to this prospect who was not yet her client. He had told her about consulting
What Not to Do to Lose a Client Read More »
Sales professionals know that rapport is fundamental to making sales. Yet building rapport varies depending on the personality style of the other individual. Take Khan for example. His interest quickly wanes when you talk sports or ask about his personal life. He side-steps topics that touch on politics and religion. How then do you engage
Follow the Rules to Close More Sales Read More »
Super smart, very creative, and ultra-conservative, Steve found himself without a job in his mid-50’s. Married with two children, he lives in the burbs, drives a Prius, and likes to read science fiction in his spare time. Now he’s scrambling to find work and a means to support himself and his family. Socially Awkward Although
Not Too Smart to Close the Sale Read More »
Pam is a home stager with over 10 years of experience. She’s bright, personable, and very professional. Feeling some economic pressure to support her family, she was open to accepting whatever work she could find. So when Roger, a real estate agent, asked her to do a small project she accepted this task and felt
Accommodate v. Negotiate Sales Read More »
