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Tag: Sales


How to Use Mirrors to Decrease Objections and Boost Results

One of my favorite communication tools is the mirror. The power of a mirror is that it reflects the truth! A mirror gives back what it receives. And, if you don’t like what you see, then you will make adjustments to improve the reflection.

A CSR and Their Mirror
Even though a client cannot see the face of a CSR, the client can hear the tone of their voice. From the tone of voice, the client imagines what kind of expression the CSR is making with their face. If the CSR......

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Simple Tips & Trips to Keep Your Business on Track

Running a business is hard. Everywhere you look, you will find articles, blogs, and podcasts on what you should and should not do to be successful. Below are some of the best business tips to know and business trips to avoid that I have found. 

Tip/Trick One
Tip- Stay up to date with your industry. You cannot do this alone. There is a multitude of resources to keep you informed about legal changes, product advancements, etc. Sign up for newsletters that give you an at-a-glance briefing of what is going on. Network......

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Perfect Practice Makes Perfect Sales

Vince Lombardi, the famous football coach, used to say, “Football is about blocking and tackling. The team that blocks and tackles better than their opponent will probably win the game.” Translation, stick to the basics and practice, practice, practice. But DON’T practice in front of the customer. Just like a football team doesn’t hone its craft in front of a packed stadium, your salespeople need to practice out of the limelight. Role-playing is the easiest and most effective way to practice and build confidence. It gives salespeople the risk-free opportunity to......

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I Don't Agree, but I'm Listening!

With our world growing more polarized day by day, it is more important than ever to have healthy conversations with those we agree with and not avoid those that we disagree with. We need to polish our skills of having productive and meaningful conversations with other human beings, even if we don’t agree with them. This applies to conversations with friends, acquaintances, relatives, as well as coworkers and clients. Avoiding someone because you know that the conversation of politics, religion, or some other touchy subject may come up is stressful and......

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Changing the Playing Field: Why We Need to Hire More Women, and How to Get Them

Payroll is a nasty mistress, and the dues are owed every Friday. An entrepreneur knows this all too well. And boy, don’t we need good help to run the service calls on our board, so we can earn revenue, so we can help those people like we wanted to do in the beginning? It may be time to change the playing field… Early one evening, my husband and I loaded the wagon with some drinks, snacks, and our beautiful daughters and began the short walk around the block to the park. Our neighborhood......

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Your Body of Work

“You’re not just getting a couple hours of my time, you’re getting what it took me my entire life to cultivate into these hands and this heart.”  If you’re in the skilled trades, you’ve no doubt heard a version of this statement. You might even have used it yourself to support your pricing. It might surprise you then to learn, Phil X, a studio musician, made this comment. Sooner or later, we are all called on to validate the value we deliver. While many address this situation from selling your value,......

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Mental Ownership

Research shows that mental imagery influences consumer experiences while creating the want to buy. Most of this research conducted by psychiatrists and marketing firms are focused on “imagery vividness”. They use powerful and clear images in marketing campaigns so customers envision themselves owning the advertised product. This is known as mental ownership. Although the consumer may not physically own the product yet, mental ownership strongly predicts attachment, which significantly increases intentions towards getting the mere-mentally owned product or service to an actual purchase.  For example, phrases such as “Yes, I can......

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Yes, Your Next Hire Should Be A Woman

By Vicki LaPlant How exciting is it to write an article on why hiring a woman should be a part of your thinking with that next hire? I, like many people (not just women but men as well), stumbled into this industry. Having taught high school English for four years, I didn’t even know an industry such as ours existed. And if I had any conscious recognition of it, my assumption would have been that it was for engineers or people who wanted to work on the air conditioner or heater. (My......

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