In my last post, I discussed the value of identifying which prospects are a good fit for your business. Like 70% of the population, Carol is a combination of two different styles. She has a social style, which is very personable, outgoing, and caring, while her professional style is ambitious, directive, and fervid. Not considering […]
Assess Before You Say Yes, Part 2 Read More »
When starting a business, professional practitioners tend to work with any (and all) people who are agreeable. This even happens when you’ve been in business for a while. Often, you say “yes” before you assess whether it’s a good fit for you. Last week I met with a prospect who is struggling to close sales.
Assess Before You Say Yes, Part 1 Read More »
“Tell me a story.” When I was 4, I begged my father to read me a bedtime story. In those days, few children’s books were available, especially in our household. So my Dad selected Gulliver’s Travels. In my mind’s eye, I imagined Gulliver meeting new people, whose size and behaviors differed drastically from his. Despite
Last week, Ray offered to introduce me to a fellow business owner in the same executive park. He had noted that the guy’s car was in the lot and assumed he was at work. So he picked up the phone and called. “Jeff, this is Ray. I have someone for you to meet. You do
Do You Bottom Line It to Succeed? Read More »
I met Carole at an educational presentation. I was chatting with another attendee when she walked into the room and momentarily paused, looking around with uncertainty. Of the six people already gathered, we were all in pairs conversing with each other. Seeing her confusion, I immediately excused myself to my partner and welcomed the newcomer.
Focused on Transaction, Not Relationship Read More »
Robert Kiyosaki, author of Rich Dad Poor Dad, and The Cashflow Quadrant said: The ability to sell is the number one skill in business. If you cannot sell, don’t bother thinking about becoming a business owner.” If you’re in private practice as a counselor, consultant, lawyer, doctor, dentist, CPA, architect, or designer, rarely do you
The Secret To Sales Success Read More »
Does gender impact closing rates? According to Chelsea Irwin, Director of Marketing, Branding & Content Creation for Golden Web Marketing & Golden Mailer, it does. She recently posted a message in LinkedIn which said: “As a Marketing Director, I use a program that records incoming calls and allows me to listen to the sales reps
Who’s Better at Sales: Men or Women? Read More »
There she was with a prospect doing a walkthrough of his home when Patti put her foot in it, not dog poo, but what she said literally stopped their conversation cold. She felt the air get chilled and saw her prospect lose interest. Nothing she did after that revived the conversation. What happened? What went
She Put Her Foot In It! Read More »
Meet Ken. He trained as an engineer now turned consultant. He’s super smart, very creative, and hands-on. Married with two children, he lives in the burbs, drives a Prius, and likes to read science fiction in his spare time. Ken has an amazing talent for seeing the big picture and applying ideas from many disciplines
Talented and Tongue-Tied Read More »
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 »
