Selling to Gus

People like Gus pop up from time to time and can be very disturbing to people like Natalie and Steve. Who is Gus? He’s the know-it-all prospect who feels entitled and full of himself. At first glance, he may come across as an average person, nothing out of the ordinary.…

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Can This Sales Career Be Saved?

Glenda was no scientific genius. Having struggled with math and later physics, her best grades were earned in English literature and social studies. Plain and simple, she liked people, cared about the environment, and wanted to make the world a better place. Early Schooling Her first few jobs were administrative.…

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Make Closing Sales Easy

Selling insurance can be lucrative if you have the right skills and mindset. Rolando was recruited directly from college to represent a well-known, national firm. He was excited by the opportunity to get training and launch his career. He eagerly absorbed the information presented at work and spent additional hours…

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Stuck at Selling

Some salespeople are stuck. Convinced that their way is the best way, they are surprised when things don’t go as expected. How can their gentle and friendly style be wrong? They are sure that being welcoming, sociable, and amiable are traits that will drive the sales process in a positive…

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Easy Sale or Difficult Client

Rita is the department head of radiology and used to being in charge. Knowing the patient’s diagnosis and treatment depend on it, she is exact and precise in reading x-rays. She’s a no-nonsense, direct individual who is quick to decide and eager to have results. Mark, a financial adviser and…

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Know Your Buyer’s Style to Close More Sales

A sound marketing principle is to define your target audience and know precisely the demographics of your ideal prospects. In addition to gender, age, race, social status, and educational level, consider an overlooked factor – the individual’s personality type. People process information in 4 distinct ways. Having AlikeAbility™ allows you…

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Can a Bulldog Close Sales?

Jeffrey has been in sales his whole life. A confident man, he is driven to succeed and won’t take “No” for an answer. He comes across as a bulldog, tenacious and focused. He’s certain that he has the solution for whatever ails you and has a uniform presentation that he…

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Dip into Reflection to Close More Sales

The buyer stood a couple of feet away from the exhibit table at the Farmers Market. Her eyes suggested that she was reading the sign posted above the salsas on display. Then again, she could have been eavesdropping on the conversation the woman vendor was having with another buyer. Kyle…

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Learn Buying Styles to Close More Sales

Richard was confused. The prospects raved about his novelty gifts and strongly indicated that they intended to place an order. Yet they failed to issue a purchase order or confirm a date for delivery. Were they serious or just leading him on? It usually required 3 weeks of production time…

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Close More Sales Based on Buyers’ Values

Values close the sale. I’m referring to the values held by the buyer and not the values of the product or service. When sellers identify and match those values, buyers relax, let go of their resistance, and begin to trust. They then take a keen interest in the seller’s presentation…

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