Recent Blog Posts
5 Words NOT to say when selling to a Supportive Personality Style
You know how Hershey Park is the “sweetest place on earth?” Well, the S, or the Supportive Personality types are the sweetest people on earth. These folks are concerned about building relationships. They are fiercely loyal. They define the phrase “team player.”...
Have marbles in your mouth?
Do you ever have trouble communicating? (You can’t tell, but I’m raising my hand). Well, you’re not alone. You may have crafted the best message, or deigned the perfect program or even developed an award winning marketing strategy. If your customers aren’t “hearing”...
5 words NOT to use when selling to an Inspiring Personality Type
It’s not always “All for one and one for all.” Your go-to sales pitch may win for some, and strike out for others (I realize baseball is over, but it works here...) There are certain words that can persuade or discourage a customer in seconds. Each of us has our own...
Is Your Team Ready?
With the new football season upon us, it's important to emphasize the importance of teamwork. Good communication is key, and can be simple to predict when you understand the connection between personality type and behavior. You will always find players who are good...
CHANGE HAPPENS.
Whether you’re a professional looking to switch careers, a manager trying to figure out how to ease your team into accepting new policies, or a stay at home mom returning to the workforce, there’s one thing that always stays the same: change. No two people think the...
5 Words NOT to say if you’re selling to a Dominant Personality
How many times have you heard "I don't have time for this right now"? Or "Make it quick, I have to blah, blah, blah." Well, we all know there are certain words that can persuade or discourage a customer in seconds. Each of us has our own personality type and set of...
How Do You Feel On Sunday Night?
How Do You Feel On Sunday Night? Knowing when and how to change careers “You’re in the right job,” it’s been said, “if your Sunday nights feel like your Friday nights.” If this quote fills your head with thoughts of the vast and cavernous difference between your...
It’s not me…it’s you (the customer)
Have you ever said the exact same thing to 2 different people and got 2 different answers? Ever wonder, “Why did she say that?” or “Why did he react that way?” They’re not trying to make you mad (well?...), they just “heard” you differently. We know the best way for...
10 Ways That Squirrels Are Hurting Your Sales
How many times have you found yourself starting one project and ended up with 10 more unfinished ones? Truth be told, I sat down to write this article over a month ago and “Squirrel!” That was the end of that. Shiny Object Syndrome is defined as: the attraction...
Why can’t we all get along?
Conflict: a serious disagreement or argument, typically a protracted one; be incompatible or at variance; clash. We all know how important good team communication is. We all strive to work in a harmonious environment. But - that's not reality. It's not all sunshine...
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How the DISC Personality Test Improves Sales Teams – VIDEO
There’s one thing that remains constant: CHANGE. Every day, in every organization, people change, their needs change, and the dynamics of selling needs to change along with it. So, how do you adapt your selling style to these ever-changing needs? The DISC Model helps...
Selling Strategies That Work for Every Sales Team
As sales professionals, it’s always a good idea to take a moment and reflect on what sales strategies were successful, and which ones – not so much. Let’s talk about your selling message. We have all learned that lesson in countless sales training over the years: KNOW...
The Sales Strategy Known by Top Sellers in Any Industry – VIDEO
You know that gal…the one that blows through her quota month after month. What does she know that you don’t? What’s she’s NOT doing is providing one-size fits all solution for her customers. You need to focus on the individual preference of your customer. Each of us...
My new website launch: When did my site become a fossil?
You know that book, “If you give a mouse a cookie”? Well, the premise is that once you give him a cookie, he’ll ask for milk. Then a straw, a napkin, and so on. You get the idea. That’s what happened when I made the decision to shoot a 2-minute-long video on...
This Effective Sales Tip is All About Communication
How can one conversation change your life? To enhance communication is to understand all points of view. Each one of us has a unique personality. The DISC Model provides the tools to learn how different personality types can influence our perspectives. By identifying...
Your Sales Strategy is to Answer These Four Questions
As consumers, each of us has a question that we need answering when making a buying decision. Picture each of your customers with a text bubble above their head with the following questions: What – what do I need to do? Who – Who else is using your product and...
What does “working at your own pace” really mean?
Your first memory of this phrase may be during a final exam, or perhaps in an art class. It’s one of those off-handed, but timeless sayings that can evoke a sense of enthusiasm, panic and even dread in each of us. But did you give any thought to what it meant? You...