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 »
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 »
Myra called in a panic. A new customer was unhappy with his custom-made shirt, and this was the third time it had been returned for alternations. The custom-made trousers and jacket, which he ordered at the same time as the shirt, fit the burly individual precisely. The problem, as she defined it, that the customer
Can This Sale Be Saved? Read More »
Every personality style has its assets and deficits. Because most people sell the way they buy, they are often blind to their myopia. Their Achilles’ Heel is their inability to see through the lens of their prospects They expect potential clients to adjust to them, then blame external conditions rather than taking responsibility for their
The Achilles’ Heels of Selling Read More »
“I don’t know what to say.” This simple, heartfelt declaration expresses a deep-seated worry, concern, and desire. Wendy recently transitioned to become a real estate agent. As a single mother of three children in their teens and early 20’s, she is determined to make a living in her new career. Her head is filled with
Uncomfortable with Sales Read More »
Myron values relationships over transactions. Consequently, he feels uncomfortable steering a conversation or influencing other people lest he be accused of being pushy and aggressive. He acquired this mindset from his upbringing and it was reinforced through personal experience. As a result, he’s severely handicapped when it comes to talking about money or asking for
Shift Mindset to Close More Sales Read More »
Richard was confused. The prospects raved about his novelty gifts and strongly indicated that they intended to place an order. Yet they failed to issue a purchase order or confirm a date for delivery. Were they serious or just leading him on? It usually required 3 weeks of production time for him to complete the
Learn Buying Styles to Close More Sales Read More »
