F: (314) 909-9157
13421 Manchester Road, Suite 204 Saint Louis, MO 63131
Concessions
Clearly, our credibility is of the utmost importance…yet so many of us toss it away, regularly! It doesn’t take too much deep introspection to realize it, either. Consider how it […]
Objection Handling
Competition
Clearly, each of us has the privilege of living in a capitalistic, free market economy, guided by the rules of free enterprise! Privilege is defined as a special right, advantage, […]
“We’re probably not going to be purchasing what we did, last time.”
Have you ever been hit with this statement, at the beginning of your process, from a previous Guest who chose to follow your advice on their last purchase? Alarms bells […]
Keeping Things Moving Via Transitional Segues
Anyone who has ever watched motorsports racing has seen the beneficial effects of slipstreaming. We watch as a contender maneuvers up, closely behind the competitor in front of them, only […]
Watch for The Changes
Oftentimes it’s the small details which, gone unnoticed, create significant impediment to our communication skills! Recently, while observing the interaction between a Business Manager and his Guest, another opportunity to […]
“But we don’t drive that many miles!” & “Are you telling me this is a bad car?”
Recently, while visiting a Chevrolet store, I was caught gawking at a ZO6 on the showroom floor. “What a car”, I thought. “This thing’s got everything but an electric dog-polisher”, […]
Intangibles, Providing Perspective, and Outside Liens
Examining that the overwhelming majority of what we offer in the Business Office is intangible, it’s no wonder we have to be on cue with our message, when working with […]
Missed Tells, Staplers and Mobile Phones
Do all our Guests immediately understand what we are sharing with them? Unfortunately, of course the answer is “No!” This applies to even the most effective communicators, among us. We […]
The Business Card
Previously, we considered how we might encourage the Salespeople to properly prioritize their time utilization. This was done not only to benefit them, but of course ourselves, as well. Unfortunately, […]
“No thanks…I’ll self-insure!”
Ever hear this rebuttal to your VSC presentation? Of course you have. Now it’s time to provide our Guests with a little perspective. I cannot recall a single deal in […]