The Missing Element in Sales Training: Mastering Resilience
Optimistic salespeople sell 56% more, but how do they stay positive?
Unconditional Gifts: The Key to Influence – Part 1
When does the law of reciprocity backfire? When your "gift" isn't a gift.
The Psychology of Priming: Enhancing Sales Receptivity
Because words matter. But more importantly, their order matters.
Mastering the Process: Inside the Mind of a High Achiever
Behind every high achiever is a system for success. Jay was new to sales and the ideal subject for my experiment.
Before the Sale: Craig Arthur on Profitable Relationships – Part 2
Sending staff to help customers without training is like abandoning them.
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.
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.