Before the Sale: Craig Arthur on Profitable Relationships – Part 2
Sending staff to help customers without training is like abandoning them.
Before the Sale: Craig Arthur on Profitable Relationships – Part 1
Relational buyers are more profitable and make a long-term commitment.
Curiosity: The Salesperson’s Secret Weapon
Buyers take curiosity as a signal that this salesperson is engaged, listening, and will meet their needs.
The Right Way to Build Rapport
When a salesperson thinks, "I am going to make you like me no matter what" and overdoes it, customers recoil away.
Speaking with Confidence and Influence
7 tips (backed by science) for how you can be viewed as more confident and persuasive. A few will surprise you.
Recruiting Your Sales Rockstar: Finding the Right Sales Manager
7 common things to avoid doing and 7 things to actively look for that make all the difference in this crucial role.
How To Use The Liking Principle to Grow Your Business
Weak sales relationships had only 30% acceptance for their proposals. But strong relationships converted at 70%.
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.