Selling Insurance Tom Boy Style

admin Jun 29, 2018

Lynda is smart, ambitious, resourceful, and determined. As the only daughter in a family of sons, she…

Persuading Gus

admin Jun 29, 2018

People like Gus pop up from time to time and can be very disturbing to people like…

Personality Type is the Key to Sales

admin Jun 29, 2018

People hate to be sold, but they love to buy. That’s why there is a wide variation…

Reading Personality Type to Make the Sale

admin Jun 29, 2018

Myra called in a panic. Could this sale be saved? A new customer was unhappy with his…

Find the Right People

admin Jun 29, 2018

Chad towered above everyone in his field, not just because of his height, more so due to…

Communication Style Impacts More Than Just Business

admin Jun 29, 2018

Bill and Marie met in college and instantly bonded because of their keen intellects, love of learning,…

Tips for Building Rapport : Part I

admin Jun 29, 2018

Building rapport is fundamental to attracting clients, developing a profitable business, and closing more sales. Of course…

Tips for Building Rapport: Part II

admin Jun 29, 2018

Do you recall the message about Active Listening? Have you tried to tune your ears to hear…

Tips for Building Rapport: Part III

admin Jun 29, 2018

As listening skills improve, so will your ability to build rapport. Today’s tip about rapport building also…

Tips for Building Rapport: Part IV

admin Jun 29, 2018

The previous three tips have focused on being an active listener. We’ve examined the pace, inflection, and…

Tips for Building Rapport: Part V

admin Jun 29, 2018

Silence. Most people squirm when the other person doesn’t speak. This is especially problematic when you’ve engaged…

Dog Day of Selling

admin Jun 29, 2018

Pleasantly persistent, Goldie stands patiently in front of a stranger who sits on a park bench near…

Flip Flop in Sales – Be On Your Toes

admin Jun 29, 2018

Bob and Irene are married and own a realty company. He is strong in planning, organizing, managing…

What’s the Motivation?

admin Jun 29, 2018

“Things are seldom as they seem. Skim milk masquerades as cream.” So goes the lyrics from Gilbert…

Making the Sale to Scooter Boys

admin Jun 29, 2018

Two boys, each on their own scooters, navigated in and out of traffic on a moderately busy…