Life Puzzle

Believe | Achieve | Succeed

  • Asking for Help and Reframing Issues to Build Rapport

      #TuesdayTips   Three of the hardest phrases for people to say are: “I love you;” “I’m sorry;” and “I need help.”  It’s sad really, because I’m sure that if we could express our dependence on others, humble our pride, and admit our insufficiency they world would be a happier place.  “I love you,” tells […]

  • Bob, The Photocopier Man – An Ultra-Kinaesthetic

        #TuesdayTips   Maybe you never make a buying decision on the basis of your personal response to the sales person.  I’ve had people say that to me, “All my business decisions are purely logical – I don’t need any of that rapport stuff!” And the next words out of the mouth are, “No, […]

  • Don’t Assume, Ask Questions

        #TuesdayTips   I see sales people and business owners all the time who assume they know exactly what their prospects and clients want.  Sometimes they are right.  Sometimes not. If you think that people aren’t biting on the bait you’re putting out because you’re not getting the words right, think again.  That may […]

  • How to Improve Your Sales Closure Rate

        #TuesdayTips   This is the final part of a detailed look at the 5-Step Sales Process.  So far we have looked at the importance of :- Building Rapport; [Link to #20] Asking Questions; [Link to #21] Establishing Need & Value-Add; [Link to #22] Proposing a Solution; [Link to #23]   – and now […]

  • Does Your Solution Fit Their Problem?

      #TuesdayTips   Now that you have built rapport, asked questions, and established your prospect’s need for your product or service it is time to propose a solution before asking for the sale.  This is where many businesses fall down and lose their way – they offer every client the exact same options and solutions.  […]

  • The Art of Asking Questions and Uncovering What You Need to Know

      #TuesdayTips   This post is part of a series filling out details on the 5-step sales process [Link to #16] Building Rapport; [Link to #20] Asking Questions; Establishing Need & Value-Add; [Link to #22] Proposing a Solution; [Link to #23] Closing the Sale. [Link to #24]   I’ve listed them sequentially, but of course […]

  • How to Easily Build Rapport With Just About Anyone

        #TuesdayTips   Building rapport is a key skill that makes our relationships run more smoothly in every area of our lives so it’s worth investing some time in thinking about some key techniques that help us establish rapport as quickly and easily as possible. I’ve  written about the entire 5-Step Selling process in […]