Match and Mirror—Someone Just Like Me!

Posted on March 29, 2015 - by Bob

Match and Mirror—Someone Just Like Me!

Have you seen the Discover card TV spot “We Treat You Like You’d Treat You” that shows the caller talking with a mirror version of themselves on the other end of the line. That “awesome sauce” is hard to forget! Or how about the one in the car showroom where the salesperson morphs to match […]

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Posted on June 24, 2014 - by Bob

Stop Selling! Build a Relationship and They Will Buy With Velocity

It takes the same amount of time—or less—to build a relationship as it does to make a sale. Which would you prefer: a one-time sale or continuous sales and referrals, also known as a secondary sales force? When you stop selling and start building rapport with the buyer instead, you will not only generate more […]

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