The Buyer is Asking the Right Questions – Now What?

Reader Bernd Nurnberger posted a great comment the other day in response to this blog post. His comment was: Yes, well put. “But can it do X?” is another question that signals readiness to buy, yet destabilizes some salespeople. When selling electronic measurement devices, I made it a point not to say anything like yes

Read More »

It’s Easier to Listen Someone Into Buying

How do you know when someone is ready to buy whatever it is you’re selling? Like most things in the sales process, they’ll tell you – as long as you’re listening. Too many people fail to listen to the questions the prospect is asking and instead of recognizing them as signal that they are ready

Read More »

Nothing Happens Until…

I never had a bad opinion of selling. I grew up with a mother who sold shoes for over 50 years so selling to me was something good and honorable. It allowed you to help others while also earning money. And, when I realized that your income was dependent upon how much you sold and

Read More »

Feedback – Breakfast of Champions

The sales people that hire me as a coach and consultant succeed before they even show up for our first session. Why? They’ve realized they need outside feedback from someone who can spot what they’re doing wrong and what they’re doing right and give them the kind of feedback they need to improve. Every pro

Read More »

Deliberate Awareness

  Whether you like sports or not, you’ve got to know that successful athletes have great stories about the stuff they overcame to get to the top. One of my all-time favorite stories is still the one about Michael Jordan. After practice he would stay and shoot another 200 baskets, every practice. Tiger Woods, Tom

Read More »

In a Bad Economy, Price is NOT the Most Important Thing

In a bad economy the assumption too many sales people make is in believing that price is the most important thing to a customer. Even if they say it is, it’s not. People may say they’re watching their money, but what they mean is they’re keeping an eye on the value. If you don’t believe

Read More »

People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

Close