Boost Sales Conversations and Stop Guessing What Customers Are Thinking
Epley, Steffel, and Eyal studied this. We think we know what somebody is thinking, but we suck at it.
The Principle of Scarcity
Should I emphasize limited time or limited quantity? Which is more persuasive? Learn the science on that and more.
How to Get the Most From Sales Training Events
It's no good to just learn new skills. It's only good if we apply them.
Harnessing the Principles of Influence to Boost Sales
90 percent of what we do is System One thinking, and these 7 principles speak directly to System One.
Cultivating a Purpose-Driven Sales Team
Dr. Adam Grant's breakthrough research drastically improved results -- repeatedly -- and fostered purpose with context.
To Sell or to Serve: Can You Do Both?
The sale is won or lost with genuine questions and listening at the opening in needs analysis. Not through telling.
How To Quickly and Effectively Convey Your Value
Your team knows their stuff, but it sounds like a sales pitch. Time to update their elevator speech.
Is Your Sales Team Falling Victim to the False Consensus Bias?
Your people may overestimate the extent to which others share their beliefs and behaviors, which creates blind spots.
The Power of Value Stacking: Mastering Pricing Conversations to Boost Sales
You can create a transparent, personalized sales experience that sets you apart from the competition.
The Irresistible Power of Belief in Sales: Lessons from Phil Knight
Conviction and confidence in his product drove the former encyclopedia salesman into the stratosphere with Nike.
How To Get To YES Faster Than Ever
Daniel Kahneman introduced the concept of System 1 and 2 thinking. Tiny tweaks can shift buyers to the easier system.
Why Do Salespeople Ask Too Little and Talk Too Much
Salespeople should speak for just 30% of the time, yet they can't stop themselves.
People Buy People, Or Do They?
What's more important? Establishing trust & rapport with customers, or the actual quality of your product?
Practicing With A Purpose – Lessons Learned From Top Gun
Sales training often fails to deliver tangible results. The real life Top Gun school shows us what's missing.
Understanding the 4 Customer Languages for Remarkable Sales Results
When you match your customer's social style, you see a surge in sales.