Seven way to build rapport with anyone

Seven way to build rapport with anyone

Building rapport with customers is a fundamental sales skill.  Yet, few salespeople have been trained in the specific tactics to facilitate this. Here are seven ways to build rapport with anyone. Think of it like squirting oil into gears.  Imagine some gears grinding...
Habits and Self-Image

Habits and Self-Image

Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My sales people all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...
Q&A for Sales People: Selling Commodities (QA-S-3)

Q&A for Sales People: Selling Commodities (QA-S-3)

Question: “How do you provide a solution when selling a commodity?” Answer: Great question.  On the surface it seems almost like a contradiction in terms – “If it’s a commodity, how can it be a solution?” Before I begin, let me suggest you go to my website and read...
Q & A for Sales People:  Motivation

Q & A for Sales People: Motivation

Question:  I find it difficult to stay upbeat and positive all the time. I have a tendency to get down on myself when something goes poorly and then find it hard to look forward to the next sales call.  I can’t be the only sales person who struggles with this. Can you...
The Power of Perspective to Shape Behavior

The Power of Perspective to Shape Behavior

I just hung up the phone from a coaching call with one of my clients.  He was applying for a significant executive position, and wanted my help with his resume and interview strategy.  We talked for a bit, and I suggested a different way to look at his resume. A light...