The Carpenter by John Gordon, is a great book. It brings up the following thoughts:
- Be a craftsman
- Everybody loves the carpenter
- Talk to ourselves
- Believe in what you are doing
Another good book that I highly recommend.
Consider all your nonverbal cues – your lot, office, posture and everything besides your speech, and decide if you are creating an inviting space for your customers. Be engaged with your customer and make sure to remove any roadblocks.
Using a needs assessment sheet will help you keep track of your customers and figure out their dominant buying motive. BLI has a need assessment sheet to use with prospects and an info sheet to use to collect their information when selling the product using BLI.