Compelling Selling: Simple & Profitable Tips for Effective, Efficient Sales Conversations
Do you know how some people struggle to get hired? They’re professional, well-educated, and qualified, even experts in their field, yet their calendars and bank accounts lag behind.
If you want to get hired by your ideal clients, then you must master sales conversations. Knowing how to market and communicate effectively and efficiently with prospects, make your pitch, and close the deal is why Compelling Selling was written. It provides the exact words to use to influence buying behavior, communicate with confidence, and get you results.
Selling is not a one-size-fits-all undertaking. For optimal results, you must adjust your sales conversation to match the buying style of your prospect.
The AlikeAbility(™) System tells you how to do so in 5 simple steps.
- Define 4 different ways people communicate and make buying decisions
- Know your own style of communication
- Diagnose your prospect’s style
- Match that style by using the values and words of your prospect
- Downplay or discard the divergence between your natural communication style and that of the prospect
To start, there are 4 different ways people make buying decisions, which the AlikeAbility(™) System labels according to the number of touchpoints required before your prospect can hire you. Each style consists of distinctive values or priorities and responds best to words that express these values.
Although the concepts can be easily understood in less than an hour, Compelling Selling is a reference book that you will consult repeatedly. The list of words and phrases associated with each selling style is priceless (pages 34 – 47). In fact, they are compelling and will enable you to connect quickly and authentically with each of the 4 styles of the buyer.
To diagnose your prospect’s style (pages 53 – 67), take note of
- Appearance
- Vocal qualities
- Behavior
- Correspondence
- Presence on Social Media
- Decor of Home or Office
Persuasive communication is not enough. You must follow up. Once a sales relationship has been started, you must nurture it to fit each type of prospect. Compelling Selling outlines what kinds of follow-up activities are best matched for each buying style (pages 69 -77).
Finally, just as there are 4 ways to communicate, there are also 4 specific ways to sell. Chances are you sell the way you buy. However, the major mistake that most people make is failing to shift their communication to match the prospect. When you develop AlikeAbility(™), you’ll market with ease, earn more sales, and Get Hired!
(physical book)
$25
(get this book in a bundle)
$35
The Author:
Dr. Nancy Zare holds an MSW and Ph.D. in Organizational Planning and Development from Boston College School of Social Work. For more than 10 years she taught an accelerated program on Entrepreneurial Practice, Leadership, Organizational Development, Public Speaking, and Research Methods, both in the US and Sweden. She has studied successful sales professionals and knows exactly why they excel. More importantly, she can teach it to you!
Nancy is also the Founder of Rapport Builderz and past president of the National Speakers Association of New England. She has the gift of taking complex information and simplifying it by finding the nuggets and presenting them with clarity and pizazz. She originated The AlikeAbility™ System to help people sell professional services without being salesy.
A former professor turned entrepreneur, Dr. Nancy is certified in sales training and adult learning. She is the author of numerous articles and several books including Workplace Hostility: Myth and Reality; Introduction to the AlikeAbility™ System; Compelling Selling: Simple & Profitable Tips for Effective, Efficient Sales Conversations; Lead Generation Formulas; and No Pressure Selling: 15 Proven Formulas for Increasing Sales.
Rapport Builderz
Origins of Rapport Builderz
No way I wanted to become a salesperson. When I was a child, I held the stereotype of a manipulative car salesman who would do and say anything to win your business. I rejected this. My values are to help people, be of service, and make a difference in the world with integrity and authenticity. During my education, I passionately studied psychology and social work, eventually earning a Ph.D. Then I accepted a job representing an Employee Assistance Program where I marketed and sold mental health services in the workplace. Lo and behold I found myself in sales! . I wanted to succeed. Since I lacked training in this skill, I began to learn from thought leaders in sales. After reading The Platinum Rule by Tony Alesandra, I had my direction: treat other people the way they wanted to be treated. It resonated with my personal values. This was the beginning of Rapport Builderz. At the core of Rapport Builderz is the AlikeAbility™ System. It is based on the 4 Temperaments, which Hippocrates, the Father of Modern Medicine, formulated over 2000 years ago. Many personality systems come from this theory. Yet, they tend to be complex and lack a prescription for how to apply them to selling. Most importantly, the AlikeAbility™ System is focused on sales, and provides clear-cut directions for how to treat prospects and convert them to clients. We have an expression in our Company.
No Rapport; No Sales.
Know Rapport; Know Sales.
If you’re convinced that rapport is essential to opening sales conversations, to building the Know-Like-Trust factor, then Rapport Builderz gives you the tools to do so quickly and authentically. We open minds to close business.
Contact Us
- 508-981-2315
- nancy@RapportBuilderZ.com
- https://RapportBuilderz.com