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?
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, […]
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 […]
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?” […]
To identify a customer’s personality style it takes practice, it’s that simple. As we’ve discussed some key points to identify personality styles are to understand what people value, what motivates them, how their office is organized and how they manage their time and activities. The best way to identify one’s personal is to “listen” carefully […]
Are they a Blue, Gold, Green or Orange? How do you narrow it down fast? With experience, this will actually become as natural as remembering someone’s name. But for beginners, this is the most difficult task in applying our color personality tool. That is to say, administering the 10 question test and then scoring it […]
It’s not what people buy, but why they buy. Your customer’s personality style is a key to understanding how they make decisions to buy. A customer starts with both business reasons, and personal reasons, to seek a new product or service. Additionally, both objective and subjective factors are assessed by the customer as they decide […]
A little over a year ago I heard a presentation by Michael Cox with the Federal Reserve Bank in Dallas. Michael quoted a study on the skills needed in the US today and how they relatively pay off. Most are just what we would expect: 6- Muscle power (most replaceable by machines) 5- Dexterity (good […]