Tag: Ronald Brock


27

Jan 2017

Selling… Job, or Fulfilling Career Choice!

Selling, like any occupation, can be simply a means of paying the bills. Or it can be something more— for the very serious-minded, much more—extending beyond simply a vocation, to an avocation. These high-powered individuals view selling the way a professional athlete sees his sport. To this select group selling is play—a game, complete with players, history, language, rules, controversies, and a certain rhythm. And,...

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30

Dec 2016

Words Are Your Paint – Be Selective In Your Use of Colors

Certain words or word combinations resonate, communicating strength; others appear weak. No apparent reason applies to why words spoken can have either effect any more than why musical notes in a particular combination are deeply stirring, while the same notes rearranged have the same effect as fingernails on a chalkboard. Words, particularly certain poetic words, can have a broad variety of meanings. As example, Spring...

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16

Dec 2016

Selling Skill Improvements Come Only Through Making Mistakes

The process of becoming a salesman is a condensed version of life; learning results from trial and error. When learning to walk you fell down, and when you did, you got back up; and you did the same for speaking, and social interactions. Mistakes made, followed by corrections, are the force behind acquiring most habits and behaviors associated with skill of any kind. Acquiring selling...

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09

Dec 2016

Just Exactly What Should a Salesman, and a Sales Personality, Look Like?

In most people’s image a salesman is alternately romanticized, and vilified, neither viewpoint entirely correct. Spontaneity, intense emotion, attractive appearance, outgoing personality, instant persuasion at the drop of a hat… All contribute to the positive view of a born salesman’s image. This “destined-to-be-a-salesman” type shares an image with politicians – substance not required – heavy emphasis on form. Form – composed of outgoing personality, and...

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23

Nov 2016

The Sales Personality

The term, “sales personality,” is easily mistaken for an extrovert’s energetic, take-over-the-room style—capable of making anyone feel instantly at ease. But, while attractive, outgoing style has value only when combined with a few behaviors, available equally to even the most committed introvert. A personality, outgoing , or shy, is like a child. You can’t objectively recognize its shortcomings any more than a proud parent can...

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17

Nov 2016

You are not unusual if a selling role is not an immediately comfortable fit.

Selling Skills Selling skills center about behaviors, with skills required of selling not perfected at once; they’re acquired through a process. One focused considerably on change in a few, probably comfortable, legacy behaviors. One such common behavior—when a tendency to avoid confrontation is a preference, you are not unusual. But a first change in selling behaviors is development of an assertive style. Assertiveness, not to...

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11

Nov 2016

Developing listening skills

Fundamental to all selling transactions is need identification; to an experienced salesman, a statement which is a near cliché. Without discovering a sale prospect’s need, the only option is to just proceed as if. You pretend that you already know a prospect’s need, or that the need isn’t relevant to what you have to say. The difference in a sale transaction’s outcome is potentially profound....

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