By Cal Thomas, Sandler Morristown
Have you ever noticed how some prospects engage with you instantly, and with complete attention, when you cite verifiable facts and figures … while other prospects remain totally unmoved by the same hard data? Some people will closely evaluate the data you share, ask how it was verified, and (if they like your answer) feel right at home in the discussion. Others, though, are more likely to need hands-on demonstrations …. step-by-step explanations … or in-depth discussions before they feel comfortable making any decision.  Just as students in a classroom have different ways of learning, buyers have diverse learning and decision-making styles. There are four main styles for salespeople to understand. Understanding them and catering to them can dramatically influence your ability to tailor your messaging – and secure the commitments that support your sales process.

By John Allen Mollenhauer “JAM” Founder, Performance Lifestyle® Inc, the Regenus Center.
Tuesday, November 12, 2024, started like any other—until I got a call from a woman who needed urgent help. Her boss, preparing for a major four-day event, wasn’t feeling his best after a demanding trip and was required to access a recovery solution at the Regenus Center. He was serious enough to plan to divert his helicopter to the local airport.

She emphasized how important it was to have him in top shape--I would later find out he was about to lead thousands of people through one of the most intense transformational experiences in the world. But when logistics at the airport didn’t work out, she asked if I could bring the equipment to his Manhattan apartment instead.

Though I had a full plate running the Regenus Center, something about the ask stuck with me. The meeting might be meaningful if this person was willing to divert a helicopter for recovery. I said yes.
The next day, I arrived at an exclusive hotel, passed multiple security points, and was escorted to the penthouse, still not knowing who I would be serving. As I entered, I immediately recognized the man who would greet me:
​
Tony Robbins—the global icon of transformation, peak performance, and personal power—was preparing for his Unleash the Power Within event at the Prudential Center in Newark, NJ.