Uncovering a prospect’s value system is crucial for a successful in-home sales process. Understanding what matters most to your prospect allows you to tailor your…
Brad Yoho
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How to Overcome Early Resistance in Your Sales Appointments
It is common to be met with a degree of resistance when you arrive for a sales appointment. Unfortunately, early resistance from homeowners is frequently…
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Utilizing Mirroring and Pacing
When meeting with a prospect in their home, mirroring and pacing techniques can be highly effective in building rapport, lowering resistance and establishing trust early…
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Negative Takeaways
A negative takeaway is a psychological communication technique where the salesperson subtly suggests that a product, option or opportunity may not be available, appropriate or…
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Methods to Upsell Your Customers
One of the ways you can begin to increase your earnings is by focusing on upselling your current customers. Note that this can occur both…
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Handling Indecisiveness
Regardless of how effective your sales presentation is, you will encounter indecisiveness from prospects. First, it is critical to recognize what drives indecisiveness. Remember, most…
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The Benefits of an Assertive Mindset in Sales
Assertiveness helps establish credibility and trust, as it demonstrates that you believe in the value of what you're offering. It allows you to effectively communicate…