Episode 72: The “No” Formula With Dr. Nancy Zare

In this week’s episode, Mike talks with Dr. Nancy Zare about how she helps service-based self-employed professionals increase sales without being sale-z. Let’s listen to how she uses her knowledge of psychology to help her clients increase their sales.

Nancy earned her master’s and doctorate from Boston College and is a former professor of social work. She is the author of several books including Compelling Selling, Lead Generation Formulas, and an international bestseller, Words That Sell with Style. Her latest book with co-author, Mary Pekas, No Pressure Selling; 15 Proven Formulas for Getting Business Easily is available from Amazon. The audiobook will be released shortly.

Accredited in sales training and adult learning, Nancy turns education into edutainment. Her secret desire is to go racing on the Autobahn. Be ready to laugh, think, share, and be wowed as she drives home the idea of how to have comfortable sales conversations without being sale-z.

• The “3 principles that attract clients to you” 
  • Ask Permission
  • Strive for a Natural Conversation
  • Adjust your communication to match the “buyer’s” style
• Why sounding sale-z is such a turnoff for business owners.
• The reason we “clam-up” when talking with salespeople.
• How having a powerful answer is going to attract to right clients to you.
• Understanding the stages of the sales process.

• “The Platinum Rule takes it one step beyond the Golden Rule. It states: Treat others the way THEY want to be treated.” – Dr. Nancy Zare 
• “The best person to sell you is YOU. There is no escaping it.” – Dr. Nancy Zare 
• “Information without application is useless.” – Dr. Nancy Zare 
• “AlikeAbility(™) increases comfort, builds trust, and reduces sales resistance, which opens the door to doing business together.” – Dr. Nancy Zare 

• Dr. Zare’s LinkedIn: https://www.linkedin.com/in/nancyzare/
• Dr. Zare’s Website: https://rapportbuilderz.com/
• Dr. Zare’s Recent Book: https://RapportBuilderz.com/no-pressure-selling/
• Contact Dr. Zare: 
  • https://www.4mycard.net/u/x2q1/Nancy-Zare
  • Phone: (508) 981-2315

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