The Key to Developing Trust and Credibility Buyers have many different likes, dislikes and motivations. Top performing sales professionals know that the key to developing trust and credibility is to expertly determine the likes, dislikes and buying styles of their prospects and to adapt their communication style to match that of their buyer. Some buyers: […]
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Our beliefs create our life experience and life becomes a self-fulling prophecy. Nowhere is this observed more as in the world of sales. My sales advice to clients who suffer from self-limiting, negative and counterproductive beliefs is to examine all of your beliefs and be willing to change the ones that are holding you hostage […]
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When you enter a retail store most sales associates will address you and ask, “May I help you?” The Pavlovian response is, “No I’m just looking”. We do this because we don’t want to be pressured or sold by the associate. Same principle applies if you are in outside sales. When you ask the prospect […]
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