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Archive for the ‘People buy from people they like’ Category

Jun 18, 2015

Thoughtful Thursdays – Doing a favour or giving it away?

Do you differentiate between giving it away and doing someone a favour? Maybe it is just words, but there is a huge difference in my books. Before getting into the difference, my definition of giving it… Read More

Jun 11, 2015

Thoughtful Thursdays – A gold star for customer service

We appreciate people who go the distance, right? Today’s thought is about an example of a sales person who went the distance to help and deservedly receives a gold star for customer service. On my way home one day… Read More

May 21, 2015

Thoughtful Thursdays – Wondering how to engage your prospect?

From time to time we all run into a prospect who is tough to engage. Today’s thought is about capturing the attention of that prospect. I suggest to my clients to imagine themselves as the… Read More

Apr 30, 2015

Thoughtful Thursdays – Overcoming the emotional cost of change

I have talked about the emotional cost of change more than once on Thoughtful Thursdays. It can be one of the most perplexing barriers to making a sale that you will encounter. It takes logical… Read More

Apr 16, 2015

Thoughtful Thursdays – More about why people buy from people they like

During every group sales training session I deliver I ask participants to recall a purchase they have made where there was an opportunity to buy from more than one sales person. All things being equal, people buy… Read More