The Importance Of Psychology In The Sales Process - Selling To The “Dominant” Ones - Part I
November 23, 2008
“When you have got an elephant by the hind leg, and he is trying to run away, it’s best to let him run.”
Abraham Lincoln
Anyone out there, who is familiar with personality profiling, has at one point dealt with the system called “DISC”. DISC is a breakdown of the 4 major personalities.
D=Dominant
I=Influencer
S=Steady Relator
C=Critical Analyzer
In this article, we will be focusing on tips and strategies for selling to the “Dominant” personality. Read more… »
My Customer Hates Me
November 16, 2008
In these economically distressed times, there are very few companies that are not facing uncertainty in how they will move their business forward. One thing is clear, we are all emotionally tattered trying to increase the top line and optimize the bottom line. A quality axiom states that if you increase the level of quality you “Hold the Gain”. This is also true for the sales professionals that are on the front line dealing with your customers. They need to get the sale and “Hold the Gain”. In order to do so, they need to understand what the customers hate about them. Read more… »
Don’t Be The Deal Killer
November 15, 2008
As you look to develop your business in China, the last thing you want is to have your deal killed over a business or cultural Faux Pas. Whether, you are expanding your own business, going to work in China for your employer, or developing suppliers, you will at some point make a trip to the Middle Kingdom and come face to face with the people and the culture. Rather than having an 11th hour cram session before the trip, we offer three basic tips that will ensure that you aren’t a deal killer. Read more… »