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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Dog Day of Selling

Pleasantly persistent, Goldie stands patiently in front of a stranger who sits on a park bench near the pond where Goldie walks daily. Eyeing the person expectantly, Goldie nudges the orange Frisbee closer to the person’s feet and vigorously wags her tail. Every muscle in her body is poised for…

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Driving Home More Sales

It was rush hour. She was driving a powder blue Mini and had the right of way. He was driving a champagne gold Boxster S convertible and was merging from the right. Ahead of them was an intersection with 4 choices: right, straight, slight left, full left. For those merging…

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You’ve Got AlikeAbility™

Have you ever heard these complaints? ► “I know a lot about my product, yet can’t book appointments.” ► “I attend lots of networking events without meeting the right people.” ► “I make presentations yet don’t close the deal.” ► “I’m losing the sale because one member of the couple…

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I Want to Make More Sales

The buyer stood a couple of feet away from our exhibit table at the Farmers Market. Her eyes indicated that she might have been reading the signage posted about our natural salsas. Or she could have been eavesdropping on the conversation my wife was having with a different person. "Want…

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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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Save this Sale: Applying Personality Analysis

Jessica made big changes this past year by getting her real estate license and affiliating with a local company. Imagine her excitement when a few months ago she got her first opportunity to represent a seller, a couple undergoing divorce. Each has an attorney and all parties agreed that even…

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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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New to Sales? Read on.

Welcome to the first and foremost activity that will determine your success. It’s not your product or service, knowledge, skill or talent in your given field. Nor is it your graduate degree, license or certification. It’s your ability to sell! Robert Kiyosaki, the author of Rich Dad Poor Dad, said:…

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Successful Selling Takes Responsibility

“I’m just an employee.” “I’m just a representative.” “I’m just the salesperson.” Perhaps you’ve thought or said those words aloud, or heard them uttered by someone you know. Whatever the circumstances, the message is one of passivity and weakness. It conveys the idea that things are out of your control…

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