Is Your Selling Personable?

Over 2500 years ago, Hippocrates identified 4 distinct temperaments that he associated with different body types and psychological states. How we make buying decisions generally occurs in 1 of 4 ways broadly labeled: Planner, Action-Taker, Friendship-Seeker, and Smart-Buyer. The 4 Temperaments You may be familiar with various personality systems, each…

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Selling Steady Eddie

Eddie made a choice early in life, which has served him well as an adult. While still in high school he was told by his guidance counselor that his personality profile matched several career paths including a doctor, lawyer and accountant. While he thought he could be a good doctor…

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Can This Sale Be Saved?

Myra called in a panic. A new customer was unhappy with his custom-made shirt, and this was the third time it had been returned for alternations. The custom-made trousers and jacket, which he ordered at the same time as the shirt, fit the burly individual precisely. The problem, as she…

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I Want to Make More Sales

The buyer stood a couple of feet away from our exhibit table at the Farmers Market. Her eyes indicated that she might have been reading the signage posted about our natural salsas. Or she could have been eavesdropping on the conversation my wife was having with a different person. "Want…

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