The Four Social Styles

The Four Social Styles

When it comes to selling, it’s important to know what social style your prospective client is. By accommodating your prospect’s social style, you will not only effectively capture the prospect’s attention, but you will connect with the prospect on a deeper level,...
Maslow’s Hierarchy of Needs

Maslow’s Hierarchy of Needs

When it comes to selling, it is important to make a connection with the prospect. One of the best ways to understand the buyer is to uncover his wants and needs. One of the most frequently referenced models is Maslow’s Hierarchy of Needs. A staple in the field of...
Pursuing Excellence

Pursuing Excellence

Excellence begins with people who engage in building and growing their characters. Pursuing excellence means engaging in backward planning—the salesperson must begin with the end in mind. Salespeople must ask themselves where they want to be and then decide how to get...
Sales Objections – Gotta Love ‘Em

Sales Objections – Gotta Love ‘Em

We, who are in the sales profession, face objections.  Yes, I know they are just part of the deal, yet I wanted to touch on them in this blog post.  While we all know they are out there, lurking, we often are not prepared to address them in a way that makes sense both...
The Big 5 Personality Traits

The Big 5 Personality Traits

Psychologists have studied the impact of certain personalities on job performance. The “Big Five” factors, as psychologists have called them, are openness, conscientiousness, extraversion, agreeableness, and neuroticism. Conscientiousness is exemplified by...

Little Things, Part 11

Finally, another little thing that works if practiced consistently is to “run your traps.” Bill Plaster lived across the street from my parents. Mr. Plaster was an elderly geologist when I first began seeing him downtown after I started practicing law. He...