How many times have you heard, “Is this your best price?” or “I need to process this, let me get back to you.” Well, believe it or not, it might not be a blow-off. The Cautious Style, or ‘C’ tends to process information a little longer. They often want to take the time to validate your […]
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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 personality type and set […]
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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 motivators, and we […]
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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 us to communicate is by […]
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Ah, the dreaded sales presentation. You’ve practiced. You’re wearing your best suit. The copies are collated. You even brought in lunch. What’s the #1 rule when preparing a presentation? Wait for it……KNOW YOUR AUDIENCE! Okay, got it. But how well do you know them? Chances are if you’re presenting to a group of salespeople, you have […]
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