build rapport

A past salesperson friend of mine used to talk about rapport but he pronounced it as “rappert”, which is kinda funny with today’s lexicon. This article is about finding different ways to build rapport for effective communication. Rapport happens when you are creating something personal with someone else. You create a personal connection when you…

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6 ways to create buying atmosphere

One of my favorite Jeffrey Gitomer quotes is “People don’t like to be sold but they love to buy.” If that’s true, then we need to study specifically how to help your customers buy from you. Let’s dive right in and give you six ways to do just that.  Use verbiage that is conversational. Just…

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3 focuses to make thousands vs hundreds

Do you want to just make a sale and earn a commission? Or do you want to know how to make a relationship and actually earn a fortune? That’s the difference. Too often we’re focused on that one time sale. You know the deal. I got to book this next one. I’ve got a book…

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two concepts to serve your clients better

The S3 Strategy. This is the formula for success in business and in life, and it’s kind of my combined take of two different concepts that I’ve learned over the years, one that was graciously given to me by a past client of mine and one that I learned from the book “The Closers” by…

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product solution focus

Windstar Cruising. It was absolutely was one of the best vacation experiences of my life. My wife and I went on a ship that was literally one-tenth the size of a ship that I used to work on, it was a yacht. The larger ships have everyone lining up in different places, except for a…

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never put all of your eggs in one basket

I’ve shared a few personal stories here over the last few months and this article is going to be no different. If you’ve ever heard me speak you’ve heard me talk about growing up in a log cabin in a small town in Ripley Maine, a population about 450 people. What you don’t know is…

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the devil is in the details

A long time ago I was working in Metro Detroit performing at weddings. I had a client who had a Friday night reception, and they hired a horse-drawn carriage to bring them from the ceremony site to the reception. At the time, I thought that was an awesome touch. The problem is they didn’t factor…

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start stop continue

It’s been said there are 1440 choices in a day, which correlates to how many minutes there are in a day. You don’t have to wait for the next day, the next week, the first of next month to make a change and make a difference. Start with that next minute out of 1440 in…

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where theres a will theres a way

I recently had a situation where I had to try to get something done. I tried three different phone calls to this guy to be able to put up flyers in his place of business. I called back before Christmas. I called after Christmas break. I called again a day or two later and got…

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impact

Impact. Yes, the word impact’s definition is to have an impact. It’s often used with or to impinge or make contact especially forcefully. How are you having an impact on someone else’s life? What impact do you have on people? Here’s the funny thing. The average number of people at a wedding reception is about…

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