Successful Woman

She Hates to Sell

She hates to sell. Funny thing is that she has the ability to succeed phenomenally. What stops her is the voice in her head that constantly reminds her how she hates to sell. Charley’s style is fairly typical of people who start companies in the high tech field. They are…

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Do You Bottom Line It to Succeed?

Last week, Ray offered to introduce me to a fellow business owner in the same executive park. He had noted that the guy’s car was in the lot and assumed he was at work. So he picked up the phone and called. “Jeff, this is Ray. I have someone for…

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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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The Secret To Sales Success

Robert Kiyosaki, author of Rich Dad Poor Dad, and The Cashflow Quadrant said: The ability to sell is the number one skill in business. If you cannot sell, don’t bother thinking about becoming a business owner.” If you’re in private practice as a counselor, consultant, lawyer, doctor, dentist, CPA, architect,…

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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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She Put Her Foot In It!

There she was with a prospect doing a walkthrough of his home when Patti put her foot in it, not dog poo, but what she said literally stopped their conversation cold. She felt the air get chilled and saw her prospect lose interest. Nothing she did after that revived the…

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Talented and Tongue-Tied

Meet Ken. He trained as an engineer now turned consultant. He’s super smart, very creative, and hands-on. Married with two children, he lives in the burbs, drives a Prius, and likes to read science fiction in his spare time. Ken has an amazing talent for seeing the big picture and…

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Do You Sell Like You Buy?

Just as there are 4 buying styles, there are also 4 dominant selling styles. Most people tend to approach the sales exchange from the same mindset that appealed to them as buyers. This is a mistake. Sellers will be most successful when they address the buyer from the buyer’s preferred…

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hEars to Closing More Sales

Building rapport is fundamental to attracting clients, developing a profitable business, and closing more sales. When people feel in rapport, their sales resistance drops down and their comfort level goes up. How to build rapport is different whether you meet face to face or over the phone. Let's focus on…

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Fast $ale

With 4-year-old in tow, Lijuan approached the health expo as efficiently as she does her business. An executive in IT, she’s inquisitive, thoughtful, quick to understand and process information, and most of all results-oriented. Just like she behaves at work, she barely waited to hear the answer to her questions…

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