Disengaged sales presentation

How Not to Sell to Smart Buyers

Each time I recall this situation I chuckle, because it illustrates so dramatically what I teach about identifying someone’s Buying Style and adjusting your communication to match it. The sales agent, call him Bob, was new to his industry and definitely had no knowledge about Buying Styles. He knew the…

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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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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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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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The Achilles’ Heels of Selling

Every personality style has its assets and deficits. Because most people sell the way they buy, they are often blind to their myopia. Their Achilles' Heel is their inability to see through the lens of their prospects They expect potential clients to adjust to them, then blame external conditions rather…

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Uncomfortable with Sales

“I don’t know what to say.” This simple, heartfelt declaration expresses a deep-seated worry, concern, and desire. Wendy recently transitioned to become a real estate agent. As a single mother of three children in their teens and early 20’s, she is determined to make a living in her new career.…

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