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 […]
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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 »
The cocktail table was the invention of a modest fellow and his girl-friend. Its design was simple. A tray was fastened to two chrome fenders of a vintage motorcycle. It had no other charm; no drawers, no additional hardware or decorations. Its appeal rested solely on the aqua-blue tire guards that served as its base.
Use Proper Words to Create More Sales Read More »
It broke Doreen’s heart when her client told her he was disappointed with the job she did. No one likes to receive negative feedback and she was sure it was undeserved. She had done everything possible to please him. So she was surprised and baffled by his report. The Situation Doreen staged his home, a
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Leigh offends people. She doesn’t mean to do so; in fact, she’s eager to cultivate business. However, her approach is alienating family and friends. In terms of direct sales, Leigh has joined the NFL – No Friends Left club. What went wrong? She’s Smart An engineer by training, Leigh has a high IQ and is
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Gloria faced a major decision. Did she want his business or not? Financially the answer was “yes.” Emotionally the answer was “maybe not.” For the last several weeks she and the prospect had been exchanging emails in which he outlined the situation that needed legal attention. The case had merit, which pulled her towards taking
Because You Can Close, Doesn’t Mean You Should Read More »
With law degree in hand and years of consuming information, Alex was ready to tackle the business seminar on marketing. Entering the registration area, he barely made eye contact but his vocal chords were fully engaged. His outfit consisted of items he found at thrift stores and he was delighted to tell anyone who would
Being Present to Make More Sales Read More »
“You’d be perfect for this business!” How many times had Tammy spoken these words or thought this idea? Too many to count. Now she heard herself exclaim once again to her high school friend that she would make an ideal partner in this home-based business. Days later she felt hurt when the other person dodged
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“May I help you?” When was the last time you were approached by a clerk in the store with this message? Chances are good that you politely answered, ”Just looking.” People like to buy but they don’t like to be sold. How can you alter this simple question to get better results? “How may I
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Sadly, Turek is struggling to make it financially in his new occupation as a financial planner. He’s reached out to his warm market and garnered as many opportunities as he could. Now he must cultivate the cold market and he’s floundering. During lunch, he tries to meet people at the local food court. It’s extremely
