tag:blogger.com,1999:blog-5726198014675698442.post5489245083482573710..comments2024-03-24T22:22:21.963-07:00Comments on Start a Company & Grow Your Business with ARRiiVE Sales Tips & Marketing Ideas: Sell What Your Clients Need MostMore Customers, More Cash, More Quickly.SMhttp://www.blogger.com/profile/16396078303312566786noreply@blogger.comBlogger1125tag:blogger.com,1999:blog-5726198014675698442.post-88616717572375203732009-09-04T10:43:49.784-07:002009-09-04T10:43:49.784-07:00The research I've seen suggests that even in a...The research I've seen suggests that even in a professional situation, decision makers are (at least) influenced by the personal values. Thus, if I know what someone's values are before I begin the sales conversation, I should be more successful. <br /><br />If that's true, then the puzzle is - how can you learn a person's values quickly and easily without asking for a list?<br /><br />I've been researching the answer to this question since about 1986 - when I was the head direct response writer for JCPenney Financial Services. I would write the marketing to increase store traffic, then the sales reps would blow the sale because they didn't know how to get off the script and communicate with the individual in front of them.<br /><br />Over the next many years (getting a various degrees and certifications in psychology along the way), I figured it out. Now, I can look into just about anyone's face and tell - very accurately - what their values are. I even wrote a book on this methodology. It's titled Face Values. If you like the idea, you can see more on my website: aboutpeople.com <br /><br />Michael Lovas<br />www.aboutpeople.comMichael Lovashttp://www.aboutpeople.comnoreply@blogger.com