1. Dr. Eli Jones

    Adapt to a Customer’s Style

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    Building Stronger Relations Not all business customers are the same. Therefore, salespeople must learn to adapt their communication and behavior to buyers’ personalities and preferred styles of doing business. Agile salespeople practice adaptive selling, which means they are able to quickly and skillfully alter their behavior when changes occur in...
  2. Dr. Eli Jones

    Rules for First Meetings

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    Overcome Anxiety When seeing a prospect in person, a salesperson should be sure to dress appropriately, arrive 15 minutes in advance of the scheduled meeting time, and overcome any sales call anxiety by: Freeing up memory space through disconnected mindfulness Reducing approval seeking Relaxing Regulating nonverbal communication In approaching the...

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