The Contagious Power of Emotions in Sales
Brain science is very clear. This is an automatic and subconscious response that can work for you or against you.
Brain science is very clear. This is an automatic and subconscious response that can work for you or against you.
I get no commission for talking about this. I just think it's a cool thing.
Sending staff to help customers without training is like abandoning them.
Relational buyers are more profitable and make a long-term commitment.
Buyers take curiosity as a signal that this salesperson is engaged, listening, and will meet their needs.
When a salesperson thinks, "I am going to make you like me no matter what" and overdoes it, customers recoil away.
7 tips (backed by science) for how you can be viewed as more confident and persuasive. A few will surprise you.
7 common things to avoid doing and 7 things to actively look for that make all the difference in this crucial role.
Weak sales relationships had only 30% acceptance for their proposals. But strong relationships converted at 70%.
Epley, Steffel, and Eyal studied this. We think we know what somebody is thinking, but we suck at it.
Should I emphasize limited time or limited quantity? Which is more persuasive? Learn the science on that and more.
It's no good to just learn new skills. It's only good if we apply them.
90 percent of what we do is System One thinking, and these 7 principles speak directly to System One.
Dr. Adam Grant's breakthrough research drastically improved results -- repeatedly -- and fostered purpose with context.
The sale is won or lost with genuine questions and listening at the opening in needs analysis. Not through telling.