Selling to Santa’s Personality

Each year millions of children (adults too) write letters to Santa Claus, or sit on his lap, and tell him the things they desire. What a clever fellow he is in getting prospects to specify their preferences exactly with just a single question: What do you want for Christmas? If…

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Follow the Rules to Close More Sales

Sales professionals know that rapport is fundamental to making sales. Yet building rapport varies depending on the personality style of the other individual. Take Khan for example. His interest quickly wanes when you talk sports or ask about his personal life. He side-steps topics that touch on politics and religion.…

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Accommodate v. Negotiate Sales

Pam is a home stager with over 10 years of experience. She’s bright, personable, and very professional. Feeling some economic pressure to support her family, she was open to accepting whatever work she could find. So when Roger, a real estate agent, asked her to do a small project she…

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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…

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Leaving Money on the Table

Wherever Missy went, she left money on the table. She did this unconsciously, not realizing the dollar bills that wished to follow her home. It wasn’t that she was careless with her resources or that she had no interest in material goods. She just never realized how much a customer…

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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…

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Watch for Flip-Flops to Make More Money

Bob and Irene are married and started a boutique law firm. 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 clients and junior…

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