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.
Personality or Procedure?
Focusing on personality & flash helps you become top of mind. But without processes in the background, the work falters.
Building Your Culture is Your Brand
What sets exceptional companies apart? The story. The people. And every customer interaction.
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.
How To Recruit Good People
If they’re hardworking and loyal, you know what they’re not doing? They’re not looking for work. So how do you get them?
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.
Is Your Bank Really Working for Your Business?
The same banks that are less convenient for personal banking may be the best banks for your growing business.
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.
Bottom Line Growth: Don’t Just Renew, Renegotiate
If you have no problem with the quality of service, you can often propose a longer-term contract with lower rates.
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%.
Selling Your Baby: A Practical Guide to Business Exit
How to put the best face on your company and get the outcomes you're hoping for.
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.
Loyalty Grows When Your Company Commits To “Do With, Not For”
How I found the care home my brother deserved, and the magic that made it successful.