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.
The Wooing of Lifelong Customers
Jail time or love? It all depends on if you skip these steps.
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.
Sales Funnel or Production Line? Either Way, it’s NOT a Numbers Game.
If there’s a bottleneck or flaw at any stage of the process, it hampers the entire operation.
Farming Versus Fishing
It's attractive to fish for customers, reeling in a huge catch with flashy sales. But only farmers can create a bumper crop of future revenue.
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.
The Power of Value Stacking: Mastering Pricing Conversations to Boost Sales
You can create a transparent, personalized sales experience that sets you apart from the competition.
The Irresistible Power of Belief in Sales: Lessons from Phil Knight
Conviction and confidence in his product drove the former encyclopedia salesman into the stratosphere with Nike.
The Gentle Art of Selling Sans Fear: A Nod to FUD and Beyond
Replace Fear, Uncertainty, and Doubt in your business with a more sophisticated and sustainable approach.
How To Get To YES Faster Than Ever
Daniel Kahneman introduced the concept of System 1 and 2 thinking. Tiny tweaks can shift buyers to the easier system.
Why Do Salespeople Ask Too Little and Talk Too Much
Salespeople should speak for just 30% of the time, yet they can't stop themselves.
What is the Most Direct Cause of Customer Loyalty?
Don't settle for mere Transactional Loyalty on price, ease, and quality. You need Relational Loyalty to get rich.
People Buy People, Or Do They?
What's more important? Establishing trust & rapport with customers, or the actual quality of your product?
Practicing With A Purpose – Lessons Learned From Top Gun
Sales training often fails to deliver tangible results. The real life Top Gun school shows us what's missing.
Understanding the 4 Customer Languages for Remarkable Sales Results
When you match your customer's social style, you see a surge in sales.