Build Relationships to Close More Sales

Leigh offends people. She doesn’t mean to do so; in fact, she’s eager to cultivate business. However, her approach is alienating family and friends. In terms of direct sales, Leigh has joined the NFL – No Friends Left club. What went wrong? She's Smart An engineer by training, Leigh has…

Read More

Being Present to Make More Sales

With law degree in hand and years of consuming information, Alex was ready to tackle the business seminar on marketing. Entering the registration area, he barely made eye contact but his vocal chords were fully engaged. His outfit consisted of items he found at thrift stores and he was delighted…

Read More

Powerful Questions Lead to Better Results

“May I help you?” When was the last time you were approached by a clerk in the store with this message? Chances are good that you politely answered, ”Just looking.” People like to buy but they don’t like to be sold. How can you alter this simple question to get…

Read More

Too Smart to Buy

Sadly, Turek is struggling to make it financially in his new occupation as a financial planner. He’s reached out to his warm market and garnered as many opportunities as he could. Now he must cultivate the cold market and he’s floundering. During lunch, he tries to meet people at the…

Read More

Diagnosis Prospects to Make More Sales

Margaret met Frank at the Chamber event. As expected, he popped the magic question, ”What do you do?” Margaret was ready with a short answer. Actually, she had prepared 4 different responses, one for each personality style, and used them appropriately throughout the event. Being intrigued with her reply, Frank…

Read More

How NOT to Lose Business

At their first face-to-face meeting, Stella felt an immediate rapport with Donald. Her skill set and business acumen seemed in perfect alignment with his stated desire to grow his organization. The more she probed about his work and heard his answers, the more she felt the synergy between his goals…

Read More

How to Keep Business

Instantly they clicked. As CEO for a large, national chain of stores, Harold saw how her knowledge and skills could benefit his people. In talking with Gaylin, he got excited about the possibility of her visiting a few of his locations and providing feedback on their operation. Although she had…

Read More

Action Plus Tea: Are You a Multiple Personality?

With her father just having suffered a massive stroke that required long-term rehabilitation, Gwen was anxious to find a facility that met his needs. Quickly she did an on-line search and began calling nursing homes within an hour’s drive of her residence. Although life had spiraled out of control, now…

Read More