Easy Sale or Difficult Client

Rita is the department head of radiology and used to being in charge. Knowing the patient’s diagnosis and treatment depend on it, she is exact and precise in reading x-rays. She’s a no-nonsense, direct individual who is quick to decide and eager to have results. Mark, a financial adviser and…

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Uncomfortable with Sales

“I don’t know what to say.” This simple, heartfelt declaration expresses a deep-seated worry, concern, and desire. Wendy recently transitioned to become a real estate agent. As a single mother of three children in their teens and early 20’s, she is determined to make a living in her new career.…

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Shift Mindset to Close More Sales

Myron values relationships over transactions. Consequently, he feels uncomfortable steering a conversation or influencing other people lest he be accused of being pushy and aggressive. He acquired this mindset from his upbringing and it was reinforced through personal experience. As a result, he's severely handicapped when it comes to talking…

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Know Your Buyer’s Style to Close More Sales

A sound marketing principle is to define your target audience and know precisely the demographics of your ideal prospects. In addition to gender, age, race, social status, and educational level, consider an overlooked factor – the individual’s personality type. People process information in 4 distinct ways. Having AlikeAbility™ allows you…

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7 Seconds to Close the Sale

You have a measly 7 seconds to form a first impression (Willis and Todorov, Psychological Science, 2006). Your mind quickly takes into account multiple traits when you meet someone new. These include educational achievement, economic level, trustworthiness, sophistication, success, credibility, competence, and sexual desirability. So when buyer meets seller, each…

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Cutting Corners Didn’t Close the Sale

Companies, as well as individuals, have personality styles. At the foundation of each style is a cluster of values. Making a purchasing decision is a manifestation of these values. So is a hiring decision. Values: Traditional Customer Care A family-owned moving business, established in the 1950’s, has a strong reputation…

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Confidence Alone Won’t Close the Sale

Jack proposed lunch and then arrived late. No excuse, he simply breezed in and took his spot at the table set for four. He quickly caught the drift of the conversation, made a comment, and adeptly changed it to his favorite topic – one of his activities. Jack is engaged…

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Use Your Voice to Close More Sales

It takes 7 seconds to make a first impression. When meeting someone in person, you immediately notice ethnicity, gender, outfit, gestures (or lack thereof), hairstyle, accessories, and grooming. Your computer brain then analyzes each characteristic and, in a nanosecond forms an impression based on past experience and association. Knowing this…

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Adjust Your Style to Close Sales

Rebecca is a spark plug, not just in stature but also in the way she ignites an audience. She's a fire first, aim later type of person. Not only is she always on the go, but she also surrounds herself with people just like her. Full of enthusiasm, she lights…

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Take Ownership to Close Sales

“I’m just an employee.” “I’m just a representative.” “I’m just the sales person.” Perhaps you’ve heard them uttered by someone you know. Whatever the circumstances, the message is one of passivity and weakness. It conveys the idea that things are out of their control and not subject to their intervention.…

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