Every time I work with a new sales organization, I find a few salespeople that are, well, too “sales-y”! What’s the mark of one of these old-fashioned types of salespeople? They employ platitudes and overused expressions rather than applying solid psychological sales principles. Nothing is
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.
Watch Shari in High Integrity Selling and learn how to build trust immediately and in any situation.
People call our offices each week and tell us, “We don’t need any help with the Discovery phase or any of that “connecting” stuff, just give us some tips on how to deal with the “I want to think about it,” or the “Let me
In this course you’ll learn what’s going on in the mind of the buyer, so that you can create a presentation that creates the urgency for your customers to buy now.
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.
If you are in sales, I’m sure you’ve heard the adage “If you confuse them you lose them.” This has never been truer than today, in a time of information overload.
One of the main reasons people don’t purchase a product is because they either don’t trust the salesperson, or they think the offer is too good to be true. Sometimes, our customers ask us questions just to see if we give them an honest response.
