Do it on Purpose!!

Another part of relatedness and trust is the signals you send out about your

similarities (trustworthiness). This is real documented stuff. Pick up any book on

NLP (Neuro Linguistic Programming). You can get even better relatedness

through matching the clients’ breathing, posture and speech tempo. You can

listen for cues about how they get information, which will ensure that yours goes

“in.” For instance when they are a slow talker and use a…

Get Relatedness

Finding connected-ness through sameness.

This step overlaps Steps 1 through infinity. One thing that frustrates me more

than just about anything when coaching a salesperson is this: We’ll be into the

deal and something is going wrong. The customer all of the sudden wants to bolt

just before or a few minutes after we serve figures. I ask where the client is and

get, “Oh she left already.” The first thing I’ll do is to ask about how the…

STEP 1)

Generate a Client

When I started selling at a little mulch lot after school, I read everything I could get my

hands on. One of the first books I picked up was Joe Girard’s “How To Sell Anything To

Anybody.” Boy was I excited! I was 17 and I was going to somehow magically be able to

select any object, pick out a random person and sell it to them! Well, although there were

some good philosophical points in the book, unfortunately I didn’t ever get the…

Hi I'm a vendor....in the digital space. That's my job. And I love it. I love it because I'm a 27 year retail car guy who's Father was a dealer, Grandfather was a designer for Ford and Step Father designed assembly line equipment. Yes I'm from Detroit...  and I love dealing with car guys and gals. Sure I like it when they buy my product. I like making a difference and I like making sure my company is healthy and our staff can take care of their families. But what I love about the job, really…