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Professional Selling
Professional selling is the difference between preparation and improvisation.

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Sales Training Fails for a Reason
With so many options out there designed to appeal to your preferred learning style, why do so many sales training programs fail?

Selling Effectively - The Buyer Blending System
Have you ever tried to sell a client on your property and had difficulty establishing a rapport? Have you ever emphasized something you thought important and your client responded blankly? Do you find some clients make slower (or faster) decisions than you think appropriate? Answering yes to any of these questions means that you have run across a client whose buying style is different from your selling style. To be more successful you need to learn to adapt your selling style to fit your client's buying style. By "reading" your client's behavioral style and appealing to that person in his or her terms, you can actually increase your sales dramatically.
Communication: What’s the Best Way?
We are experience many different communication challenges in our workforce everyday given the different communication styles of each of the generations in the workplace. Is one generation’s style more correct than another? Is there one communication style that is better than another? It depends…on the people you work with, the clients you interact with and the culture of your company. As part of our research for Bridging the Generation Gap, Linda Gravett, PhD, SPHR, CEQC and I asked 500 individuals in each of the generations what their preferred communication method was in order to learn more about the different communication styles. We quickly learned there were definitely preferences based on the generations.

Self Awareness and Success
Successful people build and maintain strong, mutually beneficial relationships with the important people in their lives. Self awareness is the first step in relationship building. While it's important to know yourself, it's more important to know how you are similar and different from others, and to use this knowledge to help you become more influential with them. The more you understand your style and needs, the better you will be able to understand others' styles and needs. The more you can adapt your preferred style to other people, the better able you will be to build relationships and resolve conflict.
Selling to CEOs Tip 22 - Get 100% of Business from 100% of Your Clients
Being the preferred supplier takes more than good work. Learn 2 easy steps to attain preferred status with your accounts. All it takes is a few extra meetings. Learn the 2 steps in this article/ video.
Do you have difficult clients or are they just different?
Style adaptability is where a person can read another person’s preferred communication style and adjusts their own communication style to that of the other person, thus making shared communication and understanding easier. It is imperative to the principle of exchange and critical to any sales role, yet it is often one of the most poorly executed skills. Time after time we come across teams of sales people who have no conscious idea about how to adapt their style to that of another. Instead when they come across differences, communication usually breaks down and they will speak about the other using derogatory terms such as calling them an idiot, or moron, etc. Sound familiar?
Two Types of Women Entrepreneurs at Their Best in Relationships
While a female entrepreneur’s relationship style is bound to be as unique as her entrepreneurial style, each type of business owner can work at specific aspects of her relationship style to bring greater harmony to her life.
Use Caution When Employing Style Indicators
Style indicators are helpful at providing insights about how a leader operates. The mistake often made is to assume you cannot change your style. This article discusses some aspects of style that may help you grow in dimensions you had not considered.
Behavioural Intelligence, Impact and Influence in Negotiation – The Good, The Bad and The Ugly of Participation and Trust
The act of influencing, whether in negotiations, meetings or conversations is the process of changing someone’s mind so that they choose to act, think or feel a different way about something or someone. If your preferred style of influencing is Participation and Trust you listen actively, drawing out contributions from others and showing understanding or appreciation where contributions are forthcoming. Your tendency is to focus on the strengths and positive aspects of others and you rely on people’s good nature to do what they say they will do.
Does Your Sales Team Have A Sales Process?
On each and every sales call, your sales people should be trained to identify the prospect's preferred communications style. Based on this, their ability to develop the appropriate questioning strategy that results in a clear outcome is the skill that will foster a strong relationship
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