According to the science of neurolinguistic programming, as much as 83% of the communicated message on the phone is the use of tonality. Tonality has to do with rate of speech, volume, pacing, pitch, and rhythm. The goal of tonality is to mirror and match (not imitate) the person you are speaking with. For example, […]
Continue readingAccording to Dave Kurlan, author of Mindless Selling and developer of the Dave Kurlan Sales Profile, there are five major weaknesses that impact success in selling. The most powerful of those is Buy Cycle. According to Kurlan, “Buy Cycle refers to the process by which salespeople make purchases for themselves. Because salespeople use the same […]
Continue readingNeed for approval is one of the major weaknesses that a salesperson can have. While it is the second most powerful weakness salespeople can have it is the most difficult one to correct. What are the consequences of Need For Approval? When the need to be liked is greater than the need to go to […]
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