May 15th, 2012
Ever been taken completely by surprise by a client or prospect? Or been unable to close a sale because you just couldn’t’ “get through” to them? Today, prospects are being bombarded by so many salespeople – all using the “latest” selling techniques and technology to try to connect with and engage them to persuade to buy. However, one of the most fundamental ways to connect with prospects is often overlooked by salespeople: understanding behavior styles and adapting one’s selling and communication approach for it. The best salespeople know what most salespeople do not – that behavior style is the foundation for understanding communication style – which is the key to developing profitable, long-term relationships. This truly is the unfair advantage that the best possess! Learn how you can gain this advantage in this episode.
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April 29th, 2012
In the last episode of Collaborating, Bev Flaxington discussed the impact of behavior style and motivations in all that we are and do, and how the DISC and Motivators assessments are used to determine these. Our guest on this podcast, Jennifer Copley, president and founder of Copley Consulting, discusses a third aspect — the cognitive impact of how we make decisions. We also discuss how this additional tool, called TriMetrix, helps in hiring, and key attributes of top salespeople.
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April 4th, 2012
How can behavior style be defined, and why do we seem to communicate with some people better than others? How do our values impact relationships, decision-making and how we view the world? Bev Flaxington has been using behavior style and motivation assessment tools — called DISC and Motivators – since 1997, with thousands of people. She will explain them and lend insights to the role they play in both business and personal life. She’ll introduce this subject, and how they impact our communication style – something that’s very important for effective marketing and sales.
Subscribeto the Collaborating podcast on iTunes at itpc://www.the-collaborative.com/podcast.xml
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March 22nd, 2012
Social Media’s growing in impact on marketing. In episode 9 of Collaborating we interview Kristen Luke, president/founder of Wealth Management Marketing (www.wealthmanagementmarketing.net). WMM serves the investment advisory market with a wide range of marketing services, so this discussion will be of particular interest to advisors – but the ideas and social media options discussed transcend industries.
We discuss the most popular social media sites and their uses, what’s “hot” and growing, what’s the best process for determining the best avenues for your industry, how you should prioritize and not spread yourself too thin, how you set goals and metrics and determine ROI – and many other tips, tricks and traps.
Subscribe to the Collaborating podcast on iTunes at itpc://www.the-collaborative.com/podcast.xml
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