Author Archive | John Boe

How to Read Your Prospect Like a Book!

Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to “listen with their eyes.” They understand that one of the easiest and most effective ways to close sales is to be aware of their prospect’s “buy signals”.

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The Truth About Lying

Some people can’t tell a lie, others can’t tell the truth and unfortunately, most people can’t tell the difference. Whether you’re an attorney selecting a jury, a manager interviewing a new agent or a salesperson making a presentation, your ability to quickly and accurately discern the truth greatly enhances your effectiveness.

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Selling to the Four Temperament Styles

Have you ever wondered why you seem to hit it off right away with some customers, while with others it’s more like oil and water? That’s because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying […]

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Adversity Gives You Strength

How can you stay self-motivated and productive in the midst of turbulent times and a sluggish economy? How do you persevere as a salesperson when times are tough and customers seem to be holding on to every penny in fear of economic uncertainty? Adversity will never leave you where it found you; it will either […]

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Recruit Your Way to the Top!

A sales manager’s primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging. While there’s no perfect system that can guarantee you’ll hire the right person every time, there are fundamental […]

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How to Build Trust and Rapport Quickly

If you’re working hard, but aren’t consistently generating enough sales and getting referrals… chances are it’s a matter of trust! Suppose you could incorporate a few simple, yet highly effective ideas into your selling process and substantially increase your bottom line? One of the most critically important and yet frequently overlooked aspects of selling is […]

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The Strangest Secret

Earl Nightingale’s “The Strangest Secret” sold over one million copies and made history in the recording industry by being honored as the first Gold Record for the spoken word. Nightingale, known as the “dean of personal development,” concluded that life’s “strangest secret” is that we become what we think about all day long.

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Six Powerful Prospecting Tips

Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps spend more time […]

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