Shift Mindset to Close More Sales

Myron values relationships over transactions. Consequently, he feels uncomfortable steering a conversation or influencing other people lest he be accused of being pushy and aggressive. He acquired this mindset from his upbringing and it was reinforced through personal experience. As a result, he's severely handicapped when it comes to talking…

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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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Are you offending your prospects?

“Whats going on? Lots going on in my world so I thought I'd give you a quick update.” This is the exact email I just trashed with a chuckle. Maybe you received one this week just like it. Did it make you laugh? Probably not. In fact, you may have…

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Use Your Values to Close More Sales

Since boyhood, Louis was driven to succeed. He defined success as the freedom to do the things he wanted, when he wanted, with the people he loved. He envisioned owning a sports car, an apartment in the city and a house in the country, and having the time to golf…

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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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Use Proper Words to Create More Sales

The cocktail table was the invention of a modest fellow and his girl-friend. Its design was simple. A tray was fastened to two chrome fenders of a vintage motorcycle. It had no other charm; no drawers, no additional hardware or decorations. Its appeal rested solely on the aqua-blue tire guards…

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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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