Regardless of the product or service you’re selling, there must be an emotional connection for your prospect to take action. If you can create that emotional connection for your prospect, and the emotion is strong enough, you will close the sale.
In The 3 Secrets to Connecting and Building Rapport, Shari discusses the importance of building relationships based on values, not vocation, not confusing rapport building with a discovery, and other powerful concepts that will help you close more sales in any endeavor.
Is talent development one of your top goals for 2016? While many companies talk about it, few deal with it systematically. Consider the following facts: The average turnover in sales is 25-30% The cost of hiring is roughly $50,000 -$75,000 per rep (It’s much more
Watch Shari in High Integrity Selling and learn how to build trust immediately and in any situation.
Entertaining is about being funny and clever, it’s all about you. Training, on the other hand, implies giving up some control and allowing your students to guide the lesson. Entertainers talk and perform and take control, without gaining real involvement from their team. Remember the
Ok, let’s face it. Your salespeople don’t wake up in the morning eager to train any more than your prospects line up to purchase your product. So how do you create the desire for them to acquire the skills needed to increase their income? Do
None of your salespeople wake up and say, “I can’t wait to learn something today!” So how do you engage them in learning and development?
The Primacy effect refers to the process where our first impression’s of another person causes us to interpret his or her subsequent behavior in a manner that is consistent with our first impression.
Follow these three rules to project confidence to your customers. Failure to do so will jeopardize your earnings.
Your ability to hold yourself, your customers, and others, accountable will make the difference between having a little respect and having tremendous respect.
