Your greeting may be the most important aspect of the entire relationship that unfolds between you and the prospect.

The ego-empathy balance requires paying attention to another’s desires without wholly sacrificing one’s own.

Once we become elevated to the position of trusted advisor, our customers become more open to the ideas, suggestions, and solutions we present.

Previously, we examined two of the four basic personality types: the Director and the Analytical. This issue will discuss the remaining two personality types referred to as the Socializer and the Amiable.

Different personality types have different communication styles and diverse ways of making decisions and achieving results. When connecting with customers, personality styles need to be recognized and carefully regarded if we want to consistently make sales.

Buyers often base their buying decisions on beliefs about emotional circumstances or preconceived conditions rather than logic or sound information. Sometimes closing is about meeting the customer's prophecies, beliefs and expectations.

During the selling process, it is important to sell yourself. But keep in mind the customer is buying more than you; they are buying your whole team.

Occasionally, completing the sale requires something extra beyond asking for the order.

The best salespeople recognize that closing is a guided series of little sales that the customer helps direct, thus keeping your prospect in a comfort zone. Still, sometimes it takes something extra to close a deal.

If a close is to be effective beyond anything, trust is essential. In this article are several closes that, when called for, will be constructive in finalizing or inspiring a floor covering sale.