In Business Since 2001 We accept Paypal
Home Article Directory
More from Bill Platt
"Bill Platt for Book Authors" Youtube Channel
Training for Book Authors
Other Resources for Book Authors & Publishers (350+ Plots & counting)
Please Support Our Advertisers

D9 Hosting

Finish First in Profits (FFP) with a Fast Facts Profile(tm) from Chuck Bauer's Creative Services Team guarantees increased sales and better bottom lines for your entire sales force.

Copyright (c) 2006-2023

Recently I had the pleasure of listening to one of my CEO clients give a sales meeting pep talk. His theme was the psychology of the sale. It is perhaps the most important factor in moving TOWARD the close, rather than AWAY from the sale. Unfortunately, many sales people continue to over look the psychology behind the sale in favor of repeating the same mistakes, always resulting in no sale.

There are FOUR ELEMENTS that move a sales person to CLOSE THE SALE.

1 First are the factors relating to the impact of our sales messages. According to long-standing studies there are three important parameters which determine the impact of our message.

In matter of importance and percentage of significance they are:

  • Body Language: 55%
  • Voice Quality: 38%
  • Words: 7%

    Rather than working from the words within, it is more important to start with the external physical presentation. (55%) Is your body language open? Does it express your confidence in the product or service you're selling?

    Your voice quality (38%) comes in a close second to your body language, and is particularly important to those of you who use the "phone" as an integral part of your sales process. Knowing that standing up projects your voice and sometimes enables you to gain control of the communication, why do you continue to sit down while selling over the phone? Increase your effectiveness through proper pitch, pace and articulation in your speech. If the majority of your sales occur as the result of a phone call, the quality of your presentation is all in your voice.

    Lastly, the study indicated that words (7%) have almost no influence on the impact of the message, yet salespeople continue to use just that – WORDS-without support from the two more important elements: body language and voice quality, or sales tools.

    2 The second important psychological element is the four very distinct personality styles of your customers and clients. Every day every sales person encounters one or more of these communication styles and rather than adjust the presentation to the client, the sales person sells the way he or she wants to be sold. You may already be familiar with Meyers-Briggs, D.I.S.C. or McQuaig, yet do you really know how to recognize the client's style and then communicate to that specifically? In most cases, probably not. Based on my years of successful sales experience, I know with absolute certainty that you can increase your profits a minimum of 10% simply by closing clients using the technique of applied personality/communication styles. If you are not familiar with Meyers-Briggs, D.I.S.C. or McQuaig, contact me for further information. It's never too late to learn about personality styles, and then watch your profits reflect your increase in knowledge.

    Once you learn the styles, you will be able to customize your presentation to the client. For instance, some clients want bullet points, some want to talk about their family first, some want a team environment, and some want only logic. Imagine the advantage you have when you recognize their style, and then utilize the best approach to access their needs or wants. Make a commitment to yourself today to learn and use this psychological element to improve your bottom line.

    3 The third important element to the psychology of sales is using first, second or third party platforms to increase your credibility with your customers and clients.

    Most sales people live in the first-party world -- the world of telling their clients from a first-person platform. Such as "tell the client and, when you get done telling them, then tell them what you told them.....again." Pitching your product or service from this first- party platform will rarely move you towards closure; it will always move you away from the sale.

    The story telling salespersons use a second-party platform. Sometimes it is effective, though it is always better than telling something from a first-party platform. By using this indirect approach, storytelling can be effective in making points with clients.

    A third-party platform offers credible evidence to your client from another reliable source that is believable and effective as compared to information or speech that comes from a first- or second-party platform. Using specific testimonials or a sales tool with different graphical images, and/or even a website written in third party are ways to increase the confidence of your clients buying your product or service.

    Check out these examples:

  • First Party: My product can clean carpets better than anything else on the market today!
  • Customer Response: Yea, right. Whatever. (No Believability)
  • First Party: No, really! I use it myself and it really does the job, better than that stuff my wife bought last week.
  • Customer Response: Sure, prove it.
  • First Party: Certainly! See? Right here on my label it says Sudso cleans carpets better than anything else on the market today. I wouldn't lie to you, would I?

  • Second Party: Our new puppy made quite a mess of our carpets before we trained him to go outside. Fortunately, I work for Sudso and with only one application all the stains and scent came right out. Do you have a dog?
  • Customer Response: Yes, but she's housebroken already.
  • Second Party: Good for her! Allow me to show you the before and after pictures of our living room rug after Mugsy made her mess, and then after my wife cleaned it up with Sudso. (He points to the before and after pictures)
  • Customer Response: How do I know that's the same rug? Besides, pictures can be altered, can't they? (Doubtful)

  • Third Party: Consumer Reports latest study on carpet cleaners proved Sudso outperformed the others by 25% on their spectrometer. (Opens a copy of Consumer Reports, and points to the highlighted section on carpet cleaners.)
  • Customer Response: Consumer Reports, huh? Are they really independent of manufacturers?
  • Third Party: Absolutely. If you want more information you can visit their website and see the results of all the products tested, but you read as well as I can: "Sudso Outperforms All Other Carpet Cleaners in Independent Testing." And I'll be happy to show you other test results from other independent laboratories as well.
  • Customer Response: WOW, let me look at those pictures and I'll go to the website later.... What was that web address again? (Highest Believability) Oh, never mind---this is good enough for me. Let me have the large economy size---I have a really BIG Dog.

    In the third party example, the words have minimal impact, but when you add the 3rd party telling the story, backed up by photos and a website, then the story becomes REAL – again highest believability.

    4 The fourth and final element in the psychology of sales is how the prospective client/customer rates your product or service in THEIR decision making process.

    The four things they consider and score consistently before making a purchase are:

  • 1) Company
  • 2) Product
  • 3) Price
  • 4) Salesperson

    In each sales event, every action as well as every word coming out of your mouth is being evaluated and scored by your client. All the recent studies indicate the customer weighs the Sales Person as the most important element of the sale. Clients buy the sales person FIRST, followed by the other three: the company, product and price in a photo finish for second place.

    However, companies spend millions of dollars on promoting the company's image, the quality of the product and the value of the price, yet they completely ignore the one element which determines the sale: the person doing the selling. In fact, a recent Sales VP stated to one of his top sales people that he "did not have any funds in his budget to publicize or promote his sales staff to the target market." In this highly competitive sales world we live in that mentality loses business instead of winning business and increasing market share.

    So what is the innovative solution to these four elements? How do you overcome the psychology of the sale, your sales inabilities and effectively become top notch communicators and presenters, speak to all four personality styles, increase your client's believability to take first place on our client's scorecards? What can you do to FINISH FIRST IN PROFITS (FFP)?

    Invest in a powerful impact tool, the FAST FACTS PROFILE(tm) (FFP) created by Chuck Bauer's Creative Services Team. To see examples visit:

    The Fast Facts Profile(tm) showcases your products and services, promotes your company, and most importantly we design them to build intimacy between the sales person and the client – thus have a winning score from your client. Creating accessibility to your sales force with your company's staff profiled in their individual FFP(tm) you are guaranteed to SCORE personally and professionally.

    An FFP(tm) includes a short professional bio which qualifies the salesperson or executive to do their job, a short personal bio which introduces him or her to potential clients by revealing their interests and values, two (or three) pictures showing the client who they are by what they do, and lastly, the vital contribution they make to your organization. The last statement promotes credibility and encourages trust between salesperson and client.

    he Chuck Bauer Creative Services Team includes a professional copy writer, graphic artist and proof reader. When you choose to have our team develop your FFP(tm), I will personally oversee and direct the project from start to finish. We have a detailed guide instructing our clients on how to use their FFP's(tm) to create the highest levels of sales efficiency which in turn yields the highest revenues possible.

    Check Out TWO of Chuck's Sales $Sales Students$ and How They Used Chuck's Creative Services Team to Increase Their Revenues and FINISH First in Profits!:

    To view examples A and B visit:

    Interested in Your FFP(tm) or a Micro Site by Chuck's Creative Team? Contact Chuck Now!

    About The Author: Shop Amazon - Top Gift Ideas
    With over two decades of sales experience, Chuck Bauer is one of North America's most experienced sales coaches, consultants and workshop leaders. Chuck consults to a large number of sales organizations and salespeople nationwide and is a member of the National Speakers Association. His information is widely published in many print and internet based publications. He is a committed body builder, private pilot and trophy bass hunter. Find out more about Chuck at

    Needs Work >> 0 - 1 - 2 - 3 - 4 - 5 << Excellent Article

    Tell our authors what you think about their article.

    Top-Level Category: Business Offline Articles

    10 Most Recent Articles Written by Chuck Bauer

    I'll Call You Back In A Few Weeks . . .
    Written by: Chuck Bauer | Distributed: 2007-06-20 | Word Count: 1383 | Page Views: 3141 | Votes: 8 | Rating: 1.63
    Lucky. Yes, lucky. I am lucky that week-in and week-out, I get to sit in and listen to various communication between salespeople and their clients. It never ceases to amaze me how as salespeople we are not aware of some of the things we do and how those actions affect the client-salesperson relationship. More importantly, how our actions with our clients either move us towards or away from closure.

    Join The Video Revolution - New and Distinctive Video Sales Tools Are Now Available!
    Written by: Chuck Bauer | Distributed: 2007-06-04 | Word Count: 1619 | Page Views: 5685 | Votes: 7 | Rating: 2.29
    Waiting. And waiting. Yes, I have been waiting for a new electronic sales tool to arrive and it has finally made its way to the marketplace - video e-mailing, live video broadcasting and video training blogs! Best yet, it all works off my laptop and I can operate all functions, virtually!

    Suffering A Seasonal Sales Slump? Solve it with a Holiday Sharpen Your Sales Tune Up!
    Written by: Chuck Bauer | Distributed: 2006-11-16 | Word Count: 2031 | Page Views: 3250 | Votes: 18 | Rating: 2.22
    It's that time of year again, when sales volume slumps during the holiday season. The CEOs and Sales Managers I work with have fits this time of year. They know their sales forces are mentally preparing well in advance of the holiday season for the usual mental check out, or what I refer to as the Seasonal Sales Melt Down, or Seasonal Sales Slump.

    Who Moved My Referrals? A MUST ASK In Every Sales Cycle!
    Written by: Chuck Bauer | Distributed: 2006-05-16 | Word Count: 1919 | Page Views: 3124 | Votes: 20 | Rating: 2.10
    Do you or does your company have a specific "method of operation" to follow as it relates to referrals? Are you too shy to ask? Is your self esteem such that it troubles you to ask? Almost each and every day I see examples of this unfortunate mindset with my own sales coaching students or at the companies for which I consult. RARELY even do my own clients ask me for referrals.

    Father's Day Tribute
    Written by: Chuck Bauer | Distributed: 2005-06-16 | Word Count: 0 | Page Views: 2806 | Votes: 2 | Rating: 0.50
    My dad. What an extraordinary individual! A human being; a man of compassion; yet all the brawn a person could muster. He was born and raised in Santa Monica, California, 1920. That's correct, N i n e t e e n T w e n t y. 85 years young - and still going strong . . .

    All of Author's Articles on this site:

    Most Recent "Business Offline" Articles

    How To Build a Strong and Powerful Business During a Recession
    Written by: Trey McMartin | Distributed: 2011-11-10 | Word Count: 987 | Page Views: 6608 | Votes: 6 | Rating: 0.83
    During a recession, most business owners pull the reins on advertising budgets, fearful of what tomorrow might bring... Those who remain fearful have forgotten what made them the success they are today... They have forgotten that they have a God-given talent to overcome the incredible obstacles in their paths.

    SEO Lessons from Local Businesses
    Written by: Trey McMartin | Distributed: 2011-11-09 | Word Count: 945 | Page Views: 6695 | Votes: 5 | Rating: 0.40
    More than once in the six years that I have been providing SEO services for websites, I have had the opportunity to discuss with individual business owners their search engine optimization needs. Now and again, I run across an individual business owner who is quick to say that SEO is absolutely worthless. When confronted with such an absolute statement, I like to press for details. It has been my experience that people who speak in negative absolutes will have a horror story to share.

    Where Will FDA Target Next? What IVD Manufacturers Should Know Before Their Next FDA Audit
    Written by: Norm Howe | Distributed: 2011-09-12 | Word Count: 706 | Page Views: 537
    Medical device manufacturers are always interested in knowing what FDA's next area of focus will be. Well, if you're an In Vitro Diagnostic manufacturer you might review your measurement systems.

    Online Fax - 10 Reasons To Get An Online Fax Service
    Written by: Titus Hoskins | Distributed: 2011-09-12 | Word Count: 560 | Page Views: 542
    Online faxing is the new more modern way to fax. If you or your company is not using an online fax service, here are 10 good reasons why you should get it.

    Best Effort Essential for the Job Interview
    Written by: Barbara Wulf MS, ACC, CPCC | Distributed: 2011-07-30 | Word Count: 676 | Page Views: 632
    Interviewing will determine if you are the right person for the job. These tips will help you make the job interview a success.

    Go Green With Your Career Search
    Written by: Barbara Wulf MS, ACC, CPCC | Distributed: 2011-07-28 | Word Count: 636 | Page Views: 5462 | Votes: 4 | Rating: 0.50
    Many of the qualities of green living, like recycling and sustainability, can apply to a career search, even if the career is not directly associated with green industries.

    ReCareer in the Second-half of Life
    Written by: Barbara Wulf MS, ACC, CPCC | Distributed: 2011-07-26 | Word Count: 525 | Page Views: 5460 | Votes: 5 | Rating: 1.20
    Many of us worked the first half of our life to "fit" the job description. ReCareering is about finding the right fit, being selective, being creative, being fulfilled and being intentional about how you spend your time.

    Up in the Air
    Written by: Barbara Wulf MS, ACC, CPCC | Distributed: 2011-07-24 | Word Count: 678 | Page Views: 598
    When looking for work or changing careers, go beyond researching on the internet and reading articles. Find out how you can learn from the art of listening and having a conversation.

    Salon and Spa Owners: Which Monk Are You?
    Written by: Dan Lok | Distributed: 2011-07-05 | Word Count: 477 | Page Views: 6241 | Votes: 7 | Rating: 1.00
    Too many salon and spa owners are carrying around a lot hurts, regrets, guilt, past failures and fears about the future. But no one is forcing you to carry these emotional rocks, so put that sack down!

    The Single Most Profitable Day You Spend on Your Spa or Salon!
    Written by: Dan Lok | Distributed: 2011-06-30 | Word Count: 470 | Page Views: 6569 | Votes: 5 | Rating: 0.20
    Salon and spa owners need to combine their marketing plan with marketing systems. A marketing calendar plans out strategies for a year, and is instrumental to the success of your spa or salon.

    Most Viewed "Business Offline" Articles

    How To Write A 300 Page Book In Four Months
    Written by: Mark Silver | Distributed: 2008-07-15 | Word Count: 821 | Page Views: 40105 | Votes: 8 | Rating: 1.38
    There's a lot of hoopla about becoming an author of your very own business book. The promise of fame and fortune is very alluring. Yet your book remains perpetually 'about to be' written. Meanwhile your business has ground to a halt. Hmmm... might there be a better way to get a book written?

    The Best Marketing Book I've Ever Read (You'll Be Surprised)
    Written by: Judy Murdoch | Distributed: 2007-05-09 | Word Count: 1522 | Page Views: 37234 | Votes: 17 | Rating: 3.18
    From time to time someone asks me to recommend marketing books. Here's one of my favorite marketing books that always surprises people. Curious? Read on.

    The Bizarre History Of The HOLLYWOOD Sign
    Written by: Morris Timlen | Distributed: 2008-11-05 | Word Count: 1211 | Page Views: 34806 | Votes: 30 | Rating: 2.70
    The most famous sign in the history of mankind is the one that graces the side of the hill above Hollywood, California. As famous a landmark as the Christ the Redeemer statue in Rio De Janeiro, the Eiffel Tower in Paris France, the Great Pyramid of Giza in Egypt, The Church of the Savior on Blood in Saint Petersburg Russia, and the Statue Of Liberty in New York City, the Hollywood sign is known around the world as the symbol of the American movie industry.

    What Does It Take To Be A Successful Salesman?
    Written by: Casey Moher | Distributed: 2008-08-05 | Word Count: 930 | Page Views: 27445 | Votes: 84 | Rating: 3.17
    In the course of my average workweek, I meet people who tell me that they have no sales experience, and very literally, many will tell me that they could not sell if their lives depended on it. Do you fit into this mold? Do you seriously believe that you can sell me on the idea that you cannot sell things?

    The Future of the Office Photocopier Industry
    Written by: Jennifer Robinson | Distributed: 2010-07-29 | Word Count: 635 | Page Views: 15829 | Votes: 39 | Rating: 2.00
    Since Xerox first invented and sold the first commercial photocopy machine companies and organisations have paid for use of the machine on a cost per copy basis. This has traditionally included full maintainance and toner supplied under a service agreement. In-fact the office photocopier is unique in the fact its one of the only pieces of equipment that comes without a warranty from new. But photocopier expert Online Connect UK claim all that is about to change.

    Never Write A 'Thank You' Letter Again
    Written by: Perry Maisin | Distributed: 2008-08-12 | Word Count: 971 | Page Views: 14880 | Votes: 22 | Rating: 2.09
    When I was in graduate school, I had a friend who interviewed at fortune 500 companies and succeeded at landing a great job. One day, I saw him sitting in the student union with a stack of cards. The cards said 'thank you'. He opened each card and signed his name. The inside of the card was blank. I asked him what he was doing and he told me that it was important to send a 'thank you' to every person you interviewed with. He believed that that was the difference between getting the job and being passed over.

    Selecting Between a 401(k) And 403(b) For a Nonprofit
    Written by: Daniel Lamaute | Distributed: 2007-10-11 | Word Count: 333 | Page Views: 14544 | Votes: 22 | Rating: 2.27
    Newly released IRS regulations impose several new requirements and fiduciary responsibilities on employers with 403(b) plans. While the regulations generally don't take effect until January 1, 2009, there are some provisions that apply sooner.

    Conducting Effective Career Aspiration Discussions with Employees
    Written by: Andria L. Corso | Distributed: 2010-03-10 | Word Count: 690 | Page Views: 13563 | Votes: 12 | Rating: 1.33
    Enhance your talent management and development programs through conducting career aspiration discussions with your employees. Find out where they want to grow their career to determine if it matches your business needs. This will enable you to differentiate your employee development to grow the future leaders of your company.

    Top Ten Personal Habits
    Written by: Laurel Vespi | Distributed: 2009-09-08 | Word Count: 427 | Page Views: 13264 | Votes: 12 | Rating: 2.08
    Successful people have a regular routine of daily or weekly habits that reinforce the things that are most important to them. By practicing a set of personal success habits, they maintain a positive outlook, keep focused on their priorities, have more energy, and a greater sense of satisfaction with life.

    Pitch A No-Hitter With Baseball-Themed Flower Gifts
    Written by: Wesley Berry, AAF | Distributed: 2007-12-25 | Word Count: 413 | Page Views: 11781 | Votes: 27 | Rating: 1.74
    Want to send a gift to the baseball fan in your life that's sure to knock one out of the park? Send flowers with a baseball theme! Everyone loves flowers and when you personalize them to include the recipient's favorite hobbies, like baseball, they're sure to make an even greater impression.

    Highest Ranked "Business Offline" Articles

    Equal Opportunity Pizza Ordering
    Written by: Rudy Vener | Distributed: 2007-10-19 | Word Count: 629 | Page Views: 5323 | Votes: 10 | Rating: 3.60
    With online ordering, your menu and restaurant suddenly become accessible to both the deaf and blind customers in your community.

    Lone Wolf --- Lead Wolf: The Evolution of Leadership
    Written by: Rick Johnson | Distributed: 2006-07-20 | Word Count: 1826 | Page Views: 4399 | Votes: 19 | Rating: 3.47
    Family owned organizations, both small and large, with succession issues, family preparation and second and third generation leadership issues have been subjected to the evolution of leadership. These organizations are often founded by an aggressive, highly talented entrepreneur. Many of the principles of leadership that helped build the success that the organization enjoyed in the past is not the type of leadership that will maintain that success through generations of ownership.

    Get the Balance Right
    Written by: Rich Thawley | Distributed: 2009-01-28 | Word Count: 638 | Page Views: 3936 | Votes: 15 | Rating: 3.33
    Do you build your business around your family or your family around your business? The choice is yours.

    Delegate Or Die: 6 Steps For Business Growth
    Written by: Rick Sloboda | Distributed: 2007-05-08 | Word Count: 366 | Page Views: 3662 | Votes: 24 | Rating: 3.29
    To achieve business growth, you need to focus on your strengths and hire others to take care of the rest. Unfortunately, entrepreneurs often fail to employ this fundamental business growth strategy. Here are six steps to help you delegate successfully.

    Whose Restaurant Can You Find Online?
    Written by: Rudy Vener | Distributed: 2007-07-09 | Word Count: 640 | Page Views: 5032 | Votes: 7 | Rating: 3.29
    What is so significant about Pizza Hut's latest TV commercial?

    Why Businesses Need Receivable Factoring In Cash Flow Management
    Written by: Toby Seibert | Distributed: 2007-08-08 | Word Count: 866 | Page Views: 7298 | Votes: 7 | Rating: 3.29
    In today's business environment, many businesses need to fine-tune the process of getting paid on invoices, in order to improve their cash on hand. Improving cash flow can be an ongoing challenge for businesses of all sizes, and it is an issue that must be addressed to ensure the long-term viability of the business.

    Boost Retention And Referrals In Your Insurance Agency
    Written by: Stephanie Cunningham | Distributed: 2007-10-23 | Word Count: 707 | Page Views: 2618 | Votes: 7 | Rating: 3.29
    If you have ever stayed at a nice hotel, then you have probably seen the hotel's Concierge. The role of the Concierge is to assist guests with information and service to enhance their stay. What would happen if you took the idea of the Concierge and applied it to the way you service your agency clients?

    Business School for Non-Business Minds: Got a NAICS Number?
    Written by: Melissa Mashtonio | Distributed: 2008-04-15 | Word Count: 423 | Page Views: 5148 | Votes: 7 | Rating: 3.29
    I’m a journalist. I spent a lot of my career in the news business. As my career has progressed, I’ve spent time at small and large companies, and I have sat through dozens of business meetings wondering what the heck the “money” people are talking about. They used acronyms as if they were a foreign language.

    The Problem With Swiping Sales Copy
    Written by: Scott Bywater | Distributed: 2009-12-03 | Word Count: 480 | Page Views: 5099 | Votes: 7 | Rating: 3.29
    This is what people miss when they try to simply "swipe" sales copy from another advertisement.

    Why 'Closing' Is Not The Most Important Part Of Making A Sale
    Written by: Scott Bywater | Distributed: 2006-08-29 | Word Count: 553 | Page Views: 6324 | Votes: 31 | Rating: 3.26
    If you ever thought that 'closing' was the single most important key to sales success, then pay close attention, because what I'm about to share may surprise you. Let me explain:

    Download an eBook today
    Directory Navigation
    Locate By Category:

    ALL Categories
    Arts & Crafts
    Arts & Entertainment
    Business - Offline
    Business - Online
    Food & Drink
    Health & Wellness
    Home & Garden
    Nature & Pets
    Real Estate
    Self Improvement
    Sports & Recreation
    Travel & Leisure
    World Events
    Writing & Speaking

    Change Number of Results:
    50 - 100 - 200 - 500
    Article Reprint Rights
    Creative Commons License

    This work is
    licensed under a
    Creative Commons

    You are not required to show the creative commons license notice when you reprint this work.
    Article Statistics
    Word Count: 1639

    Total Views: 3192

    Article Rating: 2.00 of 5
    Votes Cast: 8

    More Articles By Author:

    Last Distribution Date:
    2006-11-21 10:48:00

    Internal ID: #3922

    All Articles are Copyright © 2001-2023 of the Defined Authors.

    All other material and images on this site are:
    Copyright © 2001-2023,