Selling with Jeff

Posts about:

Identity (2)

Questioning, Identity, Bonding & Rapport

Mastering Sales Conversations with Effective Questioning

Unlock the Potential of Your Sales Calls with Strategic Questioning Techniques

Building Rapport with the Columbo Persona

In the world of sales, building rapport is the first critical step. Drawing inspiration from the classic TV character Columbo, sales professionals can adopt a persona that is seemingly unassuming yet deeply insightful. Columbo, with his rumpled trench coat and seemingly naive questions, disarmed his suspects and got them to open up. In sales, this approach can be incredibly effective.

Jeff Borovitz
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Role, Identity

Mastering Sales with Identity and Role Clarity

Unlock your true sales potential by understanding the crucial distinction between your identity and the roles you play.

The Importance of Separating Identity from Role in Sales

The ability to distinguish between your core identity and the various roles you perform is crucial. Your identity is who you are at your core – your values, beliefs, and character. Roles, on the other hand, are the different hats you wear depending on the situation, such as a salesperson, parent, friend, or colleague. By understanding and separating these two concepts, you can avoid the pitfalls of role confusion and enhance your effectiveness in each role.

Jeff Borovitz
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