Focused on Transaction, Not Relationship

I met Carole at an educational presentation. I was chatting with another attendee when she walked into the room and momentarily paused, looking around with uncertainty. Of the six people already gathered, we were all in pairs conversing with each other. Seeing her confusion, I immediately excused myself to my…

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Who’s Better at Sales: Men or Women?

Does gender impact closing rates? According to Chelsea Irwin, Director of Marketing, Branding & Content Creation for Golden Web Marketing & Golden Mailer, it does. She recently posted a message in LinkedIn which said: “As a Marketing Director, I use a program that records incoming calls and allows me to…

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Introduction to AlikeAbility(TM)

"Security is mostly a superstition. It does not exist in nature, nor do the children of men as a whole experience it. Avoiding danger is no safer in the long run than outright exposure. Life is either a daring adventure, or nothing." Helen Keller Have you noticed that some people…

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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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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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Platinum Rule of Selling

Everyone knows the Golden Rule: Do unto others as you would have done unto yourself. It seems like solid wisdom, yet have you thought about its implications? If individuals treat other people the way they prefer to be treated, the end product is an egocentric world. Each person becomes the…

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Clothes the Sale

“Clothes make the man” observed Shakespeare, and research in psychology has shown this to be true. We attribute different traits to people based on what they wear. So it stands to reason that altering our outfit can change how people see us and respond. Stability, Trustworthiness, Work Ethic How you…

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Don’t Gamble with Sales

Anastasia enjoys going to networking events, which is her main strategy for marketing her services. She’s highly professional, friendly and out-going, and has a sunny disposition. She loves people, which is why she was drawn to protect them and their assets. Unknowingly, until recently, she was a gambler. She played…

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