Stop…Look…Listen

John Barrier had done business with Old National Bank in Spokane for 30 years. He made his income buying and refurbishing old buildings, so he wore everyday work clothes that October day in 1988. He left his pickup truck in a nearby parking lot while he paid a visit...

Earning and Maintaining Buyer Trust – Part II

I’ll pick up where I left off last time at the end of Part I, with the final five C’s relating to trust traits. 4. Consistent– People are more trusting of those who are transparent and project toward thema “what you see is what you get” with no surprises, demeanor....

Earning and Maintaining Buyer Trust – Part I

I am quick to remind salespeople that TRUST is one of the key reasons residential and commercial buyers do business with them, but I probably don’t spend enough time discussing ways to earn it. Conversely, I talk a lot about the value of asking questions, but rarely...

Two Ears and One Mouth…Do the Math!

For today’s post,part of a story from a financial newsletter I subscribe to is being recycled, as it has a lot of relevance for salespeople regardless of industry. All names have been changed to protect privacy and I highlighted in boldspecific sentences you should...

Features Tell, but the Benefits Sell!

How long has it been since you’ve taken a walking tour at a new car lot with an automotive consultant, aka car salesman? Does this sound familiar? “Oh, look at this one, it’s a beauty… Let me look at this sticker for a second and I’ll tell you what it’s got. OK, you...