Salespeople Project Non-Verbal Communication, Too

In last week’s newsletter we discussed some common non-verbal communications telegraphed by prospects, and attempted to understand what they mean. Today let’s reverse roles and make sure your own body messages don’t contradict your spoken words. As you read, stop and...

Empathy Trumps Sympathy When Selling

Before a farmer could even finish posting the Puppies for Sale sign he felt a tug on his overalls. He looked down into the eyes of a little boy who said, “Mister, I want to buy one of your puppies.” The boy reached deep into his pocket and pulled out a...

Do You Like Me, Yes or No? – Choose One

Up until that particular day in Mrs. Barnes 5th grade class, I really hadn’t paid much attention to girls, but that all changed that late October afternoon. I was sitting in my school desk, daydreaming, when I happened to look to my right and for the first time...

Six Ways To Make People Like You – Part 3

This week we are looking at Dale Carnegie’s third and fourth principles of likeability. 3. SMILE – A simple way to make a good first impression Actions speak louder than words, and a smile says, “I like you, you make me happy. I am glad to see you.”...

Sales Process Meet Buying Process – Part 2

A Russian businessman walks into a Swiss bank in Geneva and asks for a $100 loan. He volunteers his luxury Mercedes car as collateral. With collateral that good, the bank manager automatically approves the loan. A year later, the Russian comes back and repays the loan...