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.
You May Have a Sales Problem If…
When you notice a steady decline in sales, it's too late to respond. The hurricane has already hit your shores.
Unveiling 7 Habits of Highly Ineffective Salespeople
We love to talk about ourselves! But a good sales conversation should be 70% customer, 30% salesperson.
Increase Your Sales Conversions: The Power of Building Trust
It's assumed in today's world, according to Michael Maslansky, that there's an ulterior motive behind everybody's action.
Surviving Vs. Thriving: Buyers And Their Hierarchy Of Needs
Surviving (vs. Thriving) buyers are naturally more “transactional.” Their goal is to find the lowest price overall.
Sunday School can create true believers. What they get right about training.
Every adult was afraid I'd panic and run off stage. This was a public speaking course on steroids.
The Straight Dope On Dirty Sales: A Wiseguy’s Guide To The Scams, Cons, And Sleaze Of Unethical Selling
A warning for the s*** you should never pull.
Sales Promotions are Like Fertilizer (Helpful & Dangerous)
Use too much fertilizer and your business will smell like manure.
The Bump Free Zone
Growing your company should be fun, and it should feel good. Like giving up my Saturday morning cartoons to place magazines.
Don’t Drink the Kool-Aid
Marketing Heads insist “it’s a numbers game” and standardize campaigns to reach more people, neutering creativity in the process.