1. Angela

    The Four Social Styles

    by
    Comment
    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, improving your sales. There are four social styles,...
  2. Angela

    Maslow’s Hierarchy of Needs

    by
    Comment
    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 psychology,...
  3. Fern Jones

    Pursuing Excellence

    by
    Comment
    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 there. Excellence for salespeople is about “being all...
  4. Dr. Eli Jones

    The Big 5 Personality Traits

    by
    Comment
    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 being disciplined, organized, and achievement-oriented. Neuroticism refers to the degree of emotional stability, impulse control, and anxiety. Extraversion is displayed through...
  5. Tom Arceneaux

    Little Things, Part 11

    by
    Comment
    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 had been developing oil and gas prospects and...
  6. Tom Arceneaux

    Little Things, Part 10

    by
    Comment
    Keith Ferrazzi, in his book Never Eat Alone, makes the point that a very effective way to build relationships is to help our friends. Helping them make connections with others that could help them personally or their business, lets them know that we really care. Help can also come in...
  7. Tom Arceneaux

    Little Things, Part 9

    by
    Comment
    Offering comfort is another little thing that makes a difference. Staying tuned in allows you to know when your clients or referral sources are in pain. Offer comfort in words, letters, cards or flowers. If they’ve lost a loved one, comfort them in person if you can. If they’re going...
  8. Tom Arceneaux

    Little Things, Part 8

    by
    Comment
    Honest praise is an important little thing. When your head is in the game, you notice good things that happen to clients and referral sources – birthdays, anniversaries, promotions, achievements of the client or source or her family. Take the time to notice and to praise. Praise the same way...
  9. Tom Arceneaux

    Little Things, Part 7

    by
    Comment
    Here’s another important little thing. Say thank you. When you complete a project for a client, tell the client thank you for the business. When a client, a colleague, or someone else refers, or even tries to refer, business to you, thank them. When someone does something thoughtful to help...

About SellingASAP.com

With blog posts and videos, the Selling ASAP website provides additional resources for the up and coming sales professionals who are looking to position themselves above the toughest competition. Hone your selling skills and learn how to become a trusted advisor.

The Selling ASAP book

Selling ASAP: Art, Science, Agility, Performance is a book that combines both timely and time-less components of selling to help professionals achieve their sales objectives in today’s fast-paced business world. With practical tips and innovative sales techniques, this invaluable guide stresses the importance of viewing a sale not as a one-time encounter, but as an opportunity to build a long-lasting mutually beneficial relationship.

Connect With Us

Follow us:
Feeds: RSS | RSS2 | RDF | Atom | Videos | Photos
Have feedback? Let us here it.

Art // Science // Agility // Performance

Copyright © 2014 Selling ASAP. All rights reserved.