Stand in Your Power to Close More Sales

Those who knew Lynn well might question whether she had a backbone. She rarely stood up for herself. She was extremely accommodating with other people, often at her own expense. Consequently, as an entrepreneur and solo business owner, she struggled to make a living. She brought that same quality to…

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Are you offending your prospects?

“Whats going on? Lots going on in my world so I thought I'd give you a quick update.” This is the exact email I just trashed with a chuckle. Maybe you received one this week just like it. Did it make you laugh? Probably not. In fact, you may have…

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Be Unnatural to Close More Sales

“You’re a natural born salesperson.” We’ve heard that exclamation directed at someone or perhaps we’ve said it to a colleague or friend. What is meant by this expression? When people have the ability to connect quickly and authentically with others, we often assume that trait is inborn. While some people…

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Failed to Get Leads

Figuring she would have little competition as a financial planner, Frances was clever enough to exhibit at the health expo. In fact, she was the only such representative among 200 vendors. The signage she displayed smartly tied into the health theme. Yet, at the weekend, despite over a thousand people…

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Use Your Values to Close More Sales

Since boyhood, Louis was driven to succeed. He defined success as the freedom to do the things he wanted, when he wanted, with the people he loved. He envisioned owning a sports car, an apartment in the city and a house in the country, and having the time to golf…

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What Not to Do to Lose a Client

The prospect wanted results -- a reasonable request. Eileen endorsed his desire completely yet was smart enough to know that the specific outcome he craved was improbable. What should she do? Here she was in an initial, “free” consultation talking to this prospect who was not yet her client. He…

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Follow the Rules to Close More Sales

Sales professionals know that rapport is fundamental to making sales. Yet building rapport varies depending on the personality style of the other individual. Take Khan for example. His interest quickly wanes when you talk sports or ask about his personal life. He side-steps topics that touch on politics and religion.…

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Not Too Smart to Close the Sale

Super smart, very creative, and ultra-conservative, Steve found himself without a job in his mid-50's. Married with two children, he lives in the burbs, drives a Prius, and likes to read science fiction in his spare time. Now he's scrambling to find work and a means to support himself and…

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Accommodate v. Negotiate Sales

Pam is a home stager with over 10 years of experience. She’s bright, personable, and very professional. Feeling some economic pressure to support her family, she was open to accepting whatever work she could find. So when Roger, a real estate agent, asked her to do a small project she…

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Use Proper Words to Create More Sales

The cocktail table was the invention of a modest fellow and his girl-friend. Its design was simple. A tray was fastened to two chrome fenders of a vintage motorcycle. It had no other charm; no drawers, no additional hardware or decorations. Its appeal rested solely on the aqua-blue tire guards…

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