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<b>What’s Your Sales I.Q.?</b>

Situation: You’re in your client’s office for the first time, sitting across from her, and notice several photographs on her desk turned out, facing towards you. You’ve never met this customer before and have only talked with her long enough to make this appointment. (Give yourself 10 points for each correct answer.)

Question 1: Without looking closely at the photographs, can you take an educated guess as to who is in the pictures?

Question 2: What does the position of the pictures tell you about your customer’s personality?

Question 3: What is the customer’s favorite subject?

(Yes, believe it or not, all the answers are in the positioning of the pictures.)

Answer 1: If there are photographs on the customer’s desk, and they’re facing out towards you, the guest, chances are they’re photos of your customer sitting or standing with a celebrity of some type: a politician, movie star, or athlete.

Answer 2: This is a definite sign you’re talking with an Expressive personality. She’s proud of who she knows and she wants to show them off and impress you.

Answer 3: The Expressive’s favorite subject? Herself. She will usually carry the conversation without your input. Sit back and see how many times you can count the words “I” and “me” that she throws out.



© 2006 Jerry Hocutt, Hocutt & Associates, Inc. Download your FREE ebook, Creating Sales Opportunities – Five Proven Ways, and get a FREE 30-day trial of the D-I-Y Sales & Marketing Email Postcards™ at http://www.YouveGotContacts.com. For many more sales & marketing tips, visit our blog at http://footinthedoor.typepad.com.


About the Author: I’ve Been Compared to David Letterman. My mission: to help Salesknockers™ (the rare and seldom seen business person or salesperson who creates their own opportunities) succeed. I’ve trained over 150,000 people in business since 1992 through our nationally acclaimed Cold Calling for Cowards® seminars. (“He’s the Zen Master of Cold Calls” – Los Angeles Times.) I’ve been compared to David Letterman by the New Brunswick (NJ) Star-Ledger (“Lord of the Rings”). “Okay, so he’s not David Letterman.” (I didn’t say it was flattering. Just that I’ve been compared to him.)




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