Close More Sales by Recognizing Shifts in Style

On the surface, the couple seemed easy to work with. Mr. Brown was employed in state government while his wife was a school teacher. Newly married, they found themselves expecting their first child. Putting their affairs in order seemed like a natural thing to do. When the young agent made…

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Say “No” to Closing the Sale

Intuition exists. For some people, they feel it in the pit of their stomach. Others clench their jaws and get a headache. Still different individuals break out in a sweat. Pay attention! Some sales are trouble from the beginning and may cost more than you net. Donald gave no credence…

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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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Making the Sale to Scooter Boys

Two boys, each on their own scooters, navigated in and out of traffic on a moderately busy street. Although they were quite young, perhaps under the age of 8, their personality differences were evident instantly. Initially they rode on the sidewalk and when they approached a curb, each had his…

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

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Flip Flop in Sales – Be On Your Toes

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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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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Tips for Building Rapport: Part V

Silence. Most people squirm when the other person doesn’t speak. This is especially problematic when you’ve engaged in a short dialogue before the ensuing silence. Let’s talk about building rapport and closing sales when your prospect responds by not engaging. The scenario we’re discussing is one that happens early in…

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Tips for Building Rapport: Part IV

The previous three tips have focused on being an active listener. We’ve examined the pace, inflection, and even words used in speaking. What if you hear silence? How can you build rapport and close more sales? For many people silence stops communication. But it doesn’t have to. You can still…

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Tips for Building Rapport: Part III

As listening skills improve, so will your ability to build rapport. Today’s tip about rapport building also relies on active listening. To close more sales this time, focus on picking up specific words or phrases used by your speaker. What words do your prospects use? One group will talk about…

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