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…
Do Extraverts Make Better Sales People?
If you look at the approach of each of these there is a stark difference how they interact with customers…
Sales is a Competitive Sport
Why do you love selling? What is it that gets you fired up on Monday morning to get out there and visit with your prospects or customers?
The Best Sales Person in Good Times and Bad
This month, I’d like to synthesize for you the book, The Challenger Sale by Matthew Dixon and Brent Adamson. Many people think that the best sales person is the one who builds the strongest relationships. However, according to the authors, that’s not exactly true. Their book describes 5 types of sales professionals: The Hard Worker, […]
3 Tips for Selling to Your Prospect’s Brain
You’ve heard many sayings when it comes to selling, such as customers buy emotionally and then back up their decision with logic. Or, how about, “you sell the left brain and you close the right brain”. The left side of the brain sees the features and the right side sees the benefits, which is the […]
Four key questions that aid in identifying the customer’s personality style
When you first meet a customer you need to: – Determine their needs (the what of the engagement), and – Determine their personality color (how to communicate with them effectively). As we said before, the key question to ask is “when it comes to purchasing (a product or service), what is most important to you?” […]
