Eye roll.We’ve ALL had this experience at one time or another in our careers. And right now, it’s even more heightened with managers and their teams working remotely. If you’re a leader in your organization, like it or not, what you do and say has a DIRECT impact on your team’s psyche. For the last few months, […]
[Read More]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 has our own buying style, and in sales, […]
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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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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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You’ve got the goods, you’ve got the pitch, you even bought one for yourself. But why are your customers walking away, or “thinking about it?” So, you’re a D – Dominant personality style. You want to close this deal – like yesterday. Also, you love the challenge of blowing away your quota for the month. […]
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