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 »
Building rapport is fundamental to attracting clients, developing a profitable business, and closing more sales. When people feel in rapport, their sales resistance drops down and their comfort level goes up. How to build rapport is different whether you meet face to face or over the phone. Let’s focus on building rapport for people who
hEars to Closing More Sales Read More »
With 4-year-old in tow, Lijuan approached the health expo as efficiently as she does her business. An executive in IT, she’s inquisitive, thoughtful, quick to understand and process information, and most of all results-oriented. Just like she behaves at work, she barely waited to hear the answer to her questions before another one was launched.
Pleasantly persistent, Goldie stands patiently in front of a stranger who sits on a park bench near the pond where Goldie walks daily. Eyeing the person expectantly, Goldie nudges the orange Frisbee closer to the person’s feet and vigorously wags her tail. Every muscle in her body is poised for the anticipated throw of her
Dog Day of Selling Read More »
It was rush hour. She was driving a powder blue Mini and had the right of way. He was driving a champagne gold Boxster S convertible and was merging from the right. Ahead of them was an intersection with 4 choices: right, straight, slight left, full left. For those merging who desired to venture left,
Driving Home More Sales Read More »
Have you ever heard these complaints? ► “I know a lot about my product, yet can’t book appointments.” ► “I attend lots of networking events without meeting the right people.” ► “I make presentations yet don’t close the deal.” ► “I’m losing the sale because one member of the couple balks.” ► “I’ve been in
You’ve Got AlikeAbility™ Read More »
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
I Want to Make More Sales Read More »
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
Platinum Rule of Selling Read More »
