The Psychology of Pricing: Anchoring Techniques
Adding a decoy can increase selection of the most expensive option from 32% up to 84%.
Mastering Sales Onboarding: Tips for Training New Reps
Replacing someone due to poor onboarding can cost 50% of their annual salary.
How Do I Get More Good Leads
Let's cut to the chase on how to attract the high-quality leads that want what you’re offering.
“Did you find everything you were looking for?”
Here’s the problem: If you’re going to ask a question, be prepared to listen to the answer.
Should I Put Pricing on My Website?
Both B2B and B2C buyers aim to be at least 70% confident in their buying decision before they pick up the phone.
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.