I’m sure you’ve experienced an incident like this before. You work with a service company and at one point they disappoint you. You decide to try another service provider (let’s say a car maintenance service) based on a friend’s recommendation and now you are loyal to the new provider. Goodbye to the old; they’ve let […]
Patience is a Virtue in Sales
It’s nearing the end of the fiscal year and you’re $50K away from making your annual sales budget, and yikes there’s only three weeks to go. Do you feel that sense of urgency? You bet! It’s the position most of us have experienced many times. What do you do? Call your best clients looking for […]
Providing Peace of Mind
Think about a purchase you’ve made that gave you peace of mind. Maybe it was a financial investment, insurance, a new home or maybe a software package that saved you time and money. Peace of mind is what everyone wants. You can’t put a price on it or state the specific benefits, because they’re not […]
Your Track Record’s Influence
Your track record is critical when it comes to influencing your clients. But not everyone views them in the same way. The four personality styles are influenced for different reasons. A statistic shows that clients would pay their sales person for their advice only 5% of the time. While over 30% of clients think the […]
How Personality Can Impact Your Sales Calls
You meet a prospect for the first time, and open the call by asking, “Did you have a nice weekend?” Their response? “What’s the purpose for this meeting?” So much for the small talk. What goes through your mind? Maybe, I’d like to get out of this appointment as soon as I can. And how […]
Getting Out of Your Comfort Zone
You’re on a sales call and the prospect says take a seat. You thank her and immediately ask how her weekend was. Her response; what can I do for you today? You want small talk and she wants to get right down to business. Typically, not the way you like to start a sales call. […]
Are You Connecting with Your Customer?
“When we adjust our approach for the different personalities, we have a much stronger chance of…”
What is Most Important to You?
“How a person behaves and reacts to you gives further indications of their…”
What’s Wrong With This Customer?
“To connect with a customer or prospect, we need to consider their…”
What is Selling, Really?
…one of the seasoned sales guys invited me to lunch. He then posed a question I had never considered…
