Want to make more money in sales...get more people to like you!

Research supports that people tend to buy from people they like.  And, it goes further to prove that people tend to like people who are just like them.

So what does this mean for salespeople? 

1. You must first know yourself – your behavioral style, your selling style, and how people perceive you.
2. You must also be aware of others behavioral and buying styles, and how they want to be treated, both at a conscious and unconscious level
3. To increase your sales income, you must adapt and blend your style with that of your customers. 

Key characteristics to know about yourself and others:

Introverted vs. extroverted tendencies

People oriented vs. task oriented

Primary way of processing information:  visually, auditorally or kinesthetically

A great way to know yourself is through the use of assessments.  You gain insights not only into your own style, but how it blends and is perceived by other styles.  This awareness is the beginning step in developing greater rapport building skills and getting more people to like you, which studies show, results in more sales and a greater income.

Salespeople…what are you waiting for?  Assessments and coaching are available through the Dahlen Training Group. Contact Carla@dahlenwoods.com for more information.

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

 

 

Read my Blog: http://carladahlen.posterous.com/

Follow me on Twitter:  http://twitter.com/CarlaDahlen

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

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Winning Strategies: A Double Edged Sword

On my road to success, my friends have kindly pointed out to me that the strengths and winning strategies I use to create success in business, can be taken to the extreme and become a double edged sword.   Having a laser sharp focus at work has served me well.  However, that same focus, also isolates me from friends…I assure you, that is not my intended result.  My competitive nature has produced fabulous results in business…in relationships, now that is a different story.  A question for you to ponder:  What strengths and winning strategies do you use, that taken too far, will become your double edged sword? 

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Coaching

250-550-2110

 

 

Follow me on Twitter:  http://twitter.com/CarlaDahlen

Join me on Linkedin:  http://linkedin.com/pub/carla-dahlen/10/984/88b

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Do I really need to be hit over the head with a hammer?

While the road to success is always under construction, there are times when a little patch work will do, and other times when a blast of dynamite is required.  Tonight I am bracing myself for the dynamite. 

There are six of us (3 couples) who are spending our 5^th annual New Years retreat together.  Plenty of outdoor winter play time…sledding, hiking, skating and hot chocolate around a huge bonfire.  We consume fabulous food and wine, play games, sing and dance…and then…we charge ourselves with The Annual Goal Setting Event.  Only tonight, it was decided to add a “special twist”.  We are each going to take turns in the spotlight, while our closest friends tell us in the gentlest way possible, what they perceive to be our biggest flaws.  We defined “flaws”… as personal characteristics that may hold us back, or get in our way as we all travel down our individual roads to success.   

On some level, I would just as soon be hit over the head with a hammer.  Facing your own limitations is hard.  Aren’t we all conditioned to put our best foot forward, and not to let others see our weaknesses?  On another level, I know that tonight will be the biggest catalyst to moving us all forward faster…like adding a turbo charger to our personal development sports car.  I can’t remember the last time I asked somebody “Hey…what do I suck at?” After tonight, I will definitely know!  I get the idea that focusing on my strengths is the way to go…and I am looking forward to how I can do that to overcome my flaws or blind spots that I was not even aware of.

Oh…and just in case anybody thinks we are totally off our rockers, we have one rule…spouses are not allowed to comment on each other!

Carla Dahlen

Carla Dahlen, ACC, CEC

Sales Training and Performance Coaching

250-550-2110

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