Making the Sale to Scooter Boys

Two boys, each on their own scooters, navigated in and out of traffic on a moderately busy street. Although they were quite young, perhaps under the age of 8, their personality differences were evident instantly. Initially they rode on the sidewalk and when they approached a curb, each had his…

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What’s the Motivation?

“Things are seldom as they seem. Skim milk masquerades as cream.” So goes the lyrics from Gilbert & Sullivan’s operetta, HMS Pinafore. The same warning can be issued reading a buyer’s personality style. Often a person’s occupation may be a strong indicator of their inner values. However, people choose careers…

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Flip Flop in Sales – Be On Your Toes

Bob and Irene are married and own a realty company. He is strong in planning, organizing, managing and budgeting. She’s a super sales star, great at schmoozing, negotiating, and closing the deal. They compliment each other well and make an outstanding team that has attracted many brokers and agents to…

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Dog Day of Selling

Pleasantly persistent, Goldie stands patiently in front of a stranger who sits on a park bench near the pond where Goldie walks daily. Eyeing the person expectantly, Goldie nudges the orange Frisbee closer to the person’s feet and vigorously wags her tail. Every muscle in her body is poised for…

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Tips for Building Rapport: Part V

Silence. Most people squirm when the other person doesn’t speak. This is especially problematic when you’ve engaged in a short dialogue before the ensuing silence. Let’s talk about building rapport and closing sales when your prospect responds by not engaging. The scenario we’re discussing is one that happens early in…

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Tips for Building Rapport: Part IV

The previous three tips have focused on being an active listener. We’ve examined the pace, inflection, and even words used in speaking. What if you hear silence? How can you build rapport and close more sales? For many people silence stops communication. But it doesn’t have to. You can still…

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Tips for Building Rapport: Part III

As listening skills improve, so will your ability to build rapport. Today’s tip about rapport building also relies on active listening. To close more sales this time, focus on picking up specific words or phrases used by your speaker. What words do your prospects use? One group will talk about…

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Tips for Building Rapport: Part II

Do you recall the message about Active Listening? Have you tried to tune your ears to hear the pace of the speaker? Here’s a second way to build rapport and connect authentically with prospects to close more sales. As an active listener, observe the speaker’s inflection. Some people speak in…

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Tips for Building Rapport : Part I

Building rapport is fundamental to attracting clients, developing a profitable business, and closing more sales. Of course you must smile, look people directly in the eye, and offer a firm handshake when you confidently say “Hello.” But there’s so much more to building rapport. The first tip to building rapport…

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Communication Style Impacts More Than Just Business

Bill and Marie met in college and instantly bonded because of their keen intellects, love of learning, and interest in current events. The courtship was quick and unromantic especially hastened by graduation and plans to attend university in another state. He pursued the law and eventually specialized in taxation. She…

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