Did you ever purchase a piece of clothing, only to find you already own something very similar? Or your purchase of vehicles is always the same brand? Sameness or Difference is a sorting mechanism that is primal to our nature. Through it we filter for safety and danger. Sameness is something that makes clients feel more protected and comfortable. It’s…
Creativity and Success
LinkedIn recently undertook a study of hundreds of thousands of job postings to find out what companies are looking for most. According to their results, the number one soft skill companies want in 2019 is creativity. A global study by Adobe found that businesses which invest in creativity experience: Increased employee productivity (78 percent)Have satisfied customers (80 percent) and produce…
The Hidden Dangers of Asking “Why?”
The dictionary meaning of “why” is this…for what reason or purpose. As in..”why did he do it?” There are valid reasons for asking questions when we are in the business of helping people realize their goals and dreams. The adverbs that have traditionally been the basis of sales inquiry are Who, What, When, Where, Why, and my personal favorite, HOW.…
Coward Free Communication
Fine tune your communication with Clean Questions and NLP language patterns. Class starting tomorrow (Oct 30th at 1 PM EDT) If you have questions, let me know! I will send you a free preview class if you message me. #CowardFreeCommunication #CleanCommunication #EmbeddedCommands #Disappearproblems #Mindset#CleanQuestions #Motivationinaminute #Tonalitytuneup #NLPforRealEstate #6FacesofDirtyCommunication #NowWhatDoISay? https://www.yourcoachingmatters.com/offers/GLtHuVBg/checkout
Sales and Conversational Narcissism
I read with interest an article in the Huffington Post this morning on how to talk to a grieving friend. Stay with me and you will see how this relates to sales. I’ve been looking for studio space to purchase near my home in New Mexico. As an agent myself, I recognized the conversation example in the Huffington Post article…
Clean Up Your Language By Using Clean Questions
No agenda. No anxious selling. No need to have all the answers. No clean up needed when you may have pushed a little to hard. What would happen if you gave potential clients breathing room to really, I mean REALLY trust you? Could you really sell without force simply by asking Clean Questions that allow the client to find their…
Time and HOW
I confess, I am a lover of words that instantly convey meaning. Hence, the title of my blog…Sell with Meaning. One of my favorite poets, Joy Harjo was just named U.S. Poet Laureate. Her words can convey the depth of the human experience in a few simple lines. I’m reading one of her poems this morning from her book, Conflict…
THE MAN WHO KNEW THE SALES SCRIPTS
I once knew a man, a Real Estate agent who studied sales scripts and objection handlers as if his life depended on it. More accurately, it was not his life but his livelihood that depended on the use of language to create coherence and understanding with a client or potential client. Within a year, he was out of Real Estate.…
Your ACTIONS tell people NO (and you don’t even see it)
Your nonverbal body language will automatically express a NO when you are thinking NO, For instance, if you are thinking, “I don’t want this listing”, you can’t help but start acting like you don’t want the listing. So, watch, and observe your internal thoughts (Monkey Mind) when you first meet or speak with someone. I was doing a workshop and…
Say “NO” with Ease and Grace
From the time we are born, our lives are defined by YES, NO or the indecisive MAYBE in between. YES, you can do this or NO, you can’t. Parents were very clear on what was YES and what was NO. We had our feelings hurt when someone said on the playground, “NO I don’t want to play with you.”…