Author's articles

Voice Inflection

By Richard Cannon · 18 years ago

Have you ever heard the saying, “It’s not what you say, it’s how you say it”? There’s a huge benefit for you if you can understand how true this is. With voice inflection you can ...

Mirroring and Pacing Your Client

By Richard Cannon · 18 years ago

Have you ever had a salesperson you felt comfortable around? There are reasons why. Weather naturally or they had trained themselves to do so. You can relate to someone through mannerisms and voice. If you ...

Getting Your Questions Answered

By Richard Cannon · 18 years ago

What happens when you’re dealing with someone, they ask you questions and don’t get the answer from you? What do you think about them? Do you think they are really listening to you? Do you ...

Excuses Customers Give You

By Richard Cannon · 18 years ago

Clients will give you excuses that may not be true. Do you ever, when dealing with a salesperson, tell them something that might not be completely true in order to get out of a sale? ...

Questions to Ask Your Customer

By Richard Cannon · 18 years ago

Giving your customer exactly what they want is the only way to land a sale. You also know, the only way to find out exactly what they want is by asking. There are certain questions ...

Relating to Your Customer

By Richard Cannon · 18 years ago

When earning a sale of any type of you must relate to your customer. A client will be turned off by someone who they cannot relate to. Not only in sales, but with any thing. ...

The Word "But"

By Richard Cannon · 18 years ago

You may not think so but in a sale every word you use is crucial. One word that you should be careful with in a sale is “but”. When you say the word “but” you ...