Nancy Zare - Compelling Selling: Simple & Profitable Tips for Effective, Efficient Sales Conversations

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WELCOME & THANK YOU!

Thank you for investing in Compelling Selling: Simple & Profitable Techniques for Effective, Efficient Sales Conversations.

I appreciate you, and because youre taking time to learn about the way people buy and the words you can use to connect with them quickly and authentically, I have a special gift for you. Its the AlikeAbility ScoreCard.

The ScoreCard gives you information about your Buying Style, your preferred way of messaging and receiving communication. Since we tend to sell the way we buy, it also provides a sneak preview into how you might normally approach prospects.

Knowing your dominant style will enable you to enjoy reading this book with a keen eye for:

• Learning how you behave.

• Learning how others perceive you.

• Figuring out where you differ from other styles.

• Determining your combination of the 4 Buying Styles.

• Other surprises about yourself, how you buy and sell.

It takes less than 5 minutes to complete! And the information lasts a lifetime! Visit:

CompellingSellingBook.com/resources

PRAISE FOR
COMPELLING SELLING !

Research shows that understanding of your own style as well as others is very important to building better relationships in personal and professional life. Mismatched communication styles can lead to conflict, and in selling, it can lead to lost sales. Using a communication style other people find difficult to understand can mean the difference between failure and success in sales. Good communication opens doors, and poor communication closes them. And while there are many factors involved in sales success, the data shows that communication is the single most important key to success.

Nancy Zares new book, Compelling Selling: Simple & Profitable Techniques for Effective, Efficient Sales Conversations , is a brilliantly concise guide to finding the exact language that converts prospects into customers. And the way she does that is by leveraging communication profiles.

The greatest value from communication styles, in my opinion, is understanding them well enough that you notice them in others and using them to communicate in a way that makes it easier for your message to get received.

And in that vein, Nancy Zare has done something amazingcondensed that process into a 100-page book that helps you identify, understand and leverage 4 manageable communication styles. I am trained in Meyer-Briggs (which I love), but 16 profiles is way too much for practical application in selling. Nancy Zares scientific work has made leveraging communication profiles for sales both manageable and easily applied.

In fact, the book is packed with insightful ideas and examples that are immediately applicable in virtually all sales environments. This is Occams razor for communication styles, and all communicators will benefit from reading it.

Compelling Selling: Simple & Profitable Techniques for Effective, Efficient Sales Conversations is a short, easy read that is big on value and that I would recommend to anyone who communicates for a living. 5 stars.

James Muir
An Amazon Verified Purchase

ALSO BY DR. NANCY ZARE

Words That Sell with Style

Closing More Sales:
Introduction to AlikeAbility System

Workplace Hostility:
Myth and Reality With Co-Author Gerald W. Lewis

PUBLISHED BY GRATITUDE BUILDERZ

A DIVISION OF RAPPORT BUILDERZ

Copyright 2020 Nancy Zare

All rights reserved. Without limiting the rights under copyright reserved above, no part of this book may be reproduced, stored or introduced into a retrieval system, or transmitted, in any form or by any means (electronic, mechanical, photocopying, recording or otherwise), without the prior written permission of both the copyright owner and the publisher.

100920

DISCLAIMER:

While all attempts have been made to verify information provided in this publication, neither the author nor the publisher assumes any responsibility for errors, omissions or contradictory interpretation of the subject matter herein. This publication is designed to provide accurate and authoritative information with regards to the subject matter covered. However, it is sold with the understanding that the author and the publisher are not engaged in rendering legal, accounting, or other professional advice. If professional advice or other expert assistance is required, the services of a competent professional should be sought. The purchaser or reader of this publication assumes responsibility for the use of these materials and information. Adherence to all applicable laws and regulations, including federal, state and local, governing professional licensing, business practices, advertising and any other aspects of doing business is the sole responsibility of the purchaser or reader.

CONTENTS

This book is dedicated to my Mom, Dorothy Amdur Zare (DAZzling Diamond) who loved Words.

CHAPTER 1

WELCOME!

J une runs a successful social media business. She met a prospect online and they hit it off immediately. After a series of text messages, the prospect expressed an interest in Junes services.

So she prepared and sent a proposal outlining how she would enhance the prospects presence on four of the key platforms plus her payment schedule. A day passed with no response. Then another.

June texted the prospect inquiring if the proposal had been received. Again silence. She was positive that they had shared a common outlook and the prospect wanted help. What changed? What to do? How could she proceed with getting hired and starting the job?

Has this ever happened to you? You meet someone, start a relationship, receive positive recognition, identify an issue, present a solution, and then the prospect disappears. If youre speaking in-person, you might hear an objection, such as, Ill have to think about it, followed by an end to the conversation.

However, when the communication has been digital, the most common response is ghostingthe prospect simply vanishes and gives no reply.

When a vibrant relationship goes quiet, there is usually something that went wrong. Can you spot Junes mistake? Its one of the most common one that trips up coaches, consultants, and solopreneurs. What do you think it is? Could it be any of the following reasons?

• June didnt identify the prospects needs sufficiently.

• She misestimated the prospects interest.

• She failed to establish a viable working relationship.

• She should have asked more questions.

• She needed to communicate better her value to the prospect.

June is my client, and she consulted me right away about what to do. As a sales psychologist, I use my knowledge of human behavior to identify how people make buying decisions and advise what approach to take and the words to use that lead to getting hired.

The first step we took together was to look up the prospect on social media and diagnose her buying style. The individuals broad, warm smile, casual clothing, and chatty text messages are characteristic of the #4 buying style, i.e., people who seek harmony and are friendly, trusting, and easy-going. This is an individual who values relationships first and foremost and who buys connections.

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