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This portion of the Art of Closing training builds off of the prior topic, D.I.S.C., which you can find on our previous blog post! In this video, Reece encourages us to look into something that may not seem obvious. Your position in a meeting room matters and your ability to pick up on body language […]
The Art of Closing training taught us how to recognize and match the behavior and energy of different types of people, including those who are Dominant, Influence, Steadiness, and Compliance-oriented (D.I.S.C.). By mirroring their behavior and tapping into their psychology, it becomes easier to build rapport and trust with them. Enjoy this segment from the […]
This month I wanted to share some perspective on what I call, The Value Formula. In my explanation below, I go through each variable and the formula that they make up. The variable X will be the perceived value from a consumer, while the Y variable equates to the cost of time, money, or energy. […]
The Art of Closing Training provided valuable insights and practical tools for salespeople to improve their communication skills and increase their sales success. By understanding the psychology behind their clients’ behavior and needs, salespeople can tailor their approach to individuals better and build stronger relationships. Enjoy this segment from the training on Mindset.
We’re excited to share Fulcrum’s IDE Framework with you. In this video, I do a very thorough (long-winded) walk-through of how to INITIATE, DEVELOP, and ENHANCE (hence the IDE Framework) net new customer relationships and sales opportunities. Furthermore, we will dive into the primary metrics in analyzing a sales/marketing effort’s return on investment – Customer […]