By Carol Super, Ronald D. Gold
Carol great used to be named "Salesperson of the last decade" at 3M/Media Networks, now owned by way of AOL/Time Warner. This publication finds the process she makes use of to supply double or triple the common revenues of her colleagues - each year.
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Extra info for Selling Without Selling: 4-1 2 Steps to Success
Example text
One of my goals was to meet my soul mate and get married. , which discussed the mirroring technique as an excellent way to put your special man at ease. When I met my future husband, and co-author of this book, at a party in Greenwich Village, I figured that this was a good 45 46 ❚ selling without selling time to put mirroring to the test. During our first few dates, I made a conscious effort to sit forward when he sat forward, stroke my chin when he stroked his, and lean in when he leaned in. ” We were married sixteen months later.
Tip: Try bringing a token gift with you on a first call to use as an icebreaker. This could be something that represents your company and is useful. I try to integrate this gift when I discuss my company. For example, when I represented 3M Company, I would bring new prospects their own Post-it Note® holder, which could remain on their desks. What would be appropriate and affordable for you to bring on your first call? If your appointment is late in the afternoon, it’s fun and memorable to show up with an interesting low-fat snack to break the ice.
Relax, three . . you’re there. Isn’t it wonderful, this special place? Now you’re ready to visualize. Staying totally relaxed in your special place, slowly open your eyes. Now, think about the good things the following people would say about you, starting with your: ☛ Mother ☛ Best friend ☛ Father ☛ Manager ☛ Spouse ☛ Peers ☛ Children ☛ Best customer or client Oh wad some power the giftie gie us, to see oursel’s as others see us! —Robert Burns understanding responsibility, mission, and response-ability ❚ Now picture yourself many years from now looking down (hopefully) and hearing your eulogy being delivered.