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.
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.
No Such Thing As Neutral: How Every Employee Shapes Your Business Legacy
The adage "a chain is only as strong as its weakest link" resonates with undeniable truth.
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.
People Buy People, Or Do They?
What's more important? Establishing trust & rapport with customers, or the actual quality of your product?
Post-Hire Interviews: The Only Way To Discover Crucial Insights
Employees generally set their priorities based on reactive factors that are hidden from management.
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.
Why You Need to Rethink Your CSR Department
If the people speaking to customers are mere “Order Takers” with no empathy, you’ll damage your brand.
How to Make Sales Training Stick
90% of your training investments are typically wasted, $9 out of every $10 out the door. But there's a solution.
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.