Buy With Emotion, Justify With Logic

Regardless what you sell in the residential marketplace, you have no doubt been indoctrinated with lots of features and functions about your service or product. You need all that instruction because prospects make buying decisions because they have carefully...

Stop and Think, then Get in Sync

I talk a lot about how important it is to conduct an interview to establish a diagnosis to determine the pain points and needs of buyers early in the process. That of course begins with identifying and mirroring your prospect’s temperament, but maybe I haven’t been...

Call Center Chameleons Part 2

Phone Selling to Blue’s and Yellow’s In Part I we determined there were two functions to master in order to successfully navigate prospect temperaments and behaviors over the phone. The first is to learn to identify which temperament you are speaking with, and the...