hEars to Closing More Sales

Building rapport is fundamental to attracting clients, developing a profitable business, and closing more sales. When people feel in rapport, their sales resistance drops down and their comfort level goes up. How to build rapport is different whether you meet face to face or over the phone. Let's focus on…

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Fast $ale

With 4-year-old in tow, Lijuan approached the health expo as efficiently as she does her business. An executive in IT, she’s inquisitive, thoughtful, quick to understand and process information, and most of all results-oriented. Just like she behaves at work, she barely waited to hear the answer to her questions…

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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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Driving Home More Sales

It was rush hour. She was driving a powder blue Mini and had the right of way. He was driving a champagne gold Boxster S convertible and was merging from the right. Ahead of them was an intersection with 4 choices: right, straight, slight left, full left. For those merging…

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My Best Sale Ever!

Immediately upon graduation, Sam was recruited by a family friend to sell insurance. The company provided him with excellent training and it opened up an opportunity to make a career of it. As a result, he is now studying for several exams that will position him as a Certified Financial…

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Closing Sales: Innate or Learned?

Of the 4 buying styles, one makes decisions on the spot; another takes days (weeks – forever!) and then doubts themselves. Can you tell by their vocal qualities which one you’re talking with? The one who speaks quickly, breathlessly, and enthusiastically is a fast decision-maker. On the other hand, the…

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You’ve Got AlikeAbility™

Have you ever heard these complaints? ► “I know a lot about my product, yet can’t book appointments.” ► “I attend lots of networking events without meeting the right people.” ► “I make presentations yet don’t close the deal.” ► “I’m losing the sale because one member of the couple…

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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 by reading a buyer’s personality style. Often a person’s occupation may be a strong indicator of their inner values. However, people choose…

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Can You Sell to Flip-Flops?

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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The Shooter

Chad towered above everyone in his field, not just because of his height, more so due to his business savvy. He was unconsciously competent. He knew how to sell ice to an Eskimo. He seemed to possess the Midas touch because almost every person he met used his services. Younger…

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