Author name: Steven Imke

Most businesses have been encouraged to focus on relationship builders salespersons. Unfortunately, the study shows relationship builders have the fewest number of top performers. There are in fact 5 salesperson archetypes and one out performs the others by more than 2X.

Scientists have discovered that as we go through life, our senses are constantly scanning the world around us and sending messages to our brain. The brain processes this incoming information automatedly to assess if a given individual can be ignored, is worthy to approach, or is somebody to be avoided

There are six easy-to-implement strategies that can intensify your offer to make customers on the fence buy from you.

When a prospect feels good about themselves and they do not attribute the good feeling to a specific cause, they tend to associate the cause of that good feeling with the person or persons who are physically close to them at the time.

With respect to sales, the similarity principle is based on the idea that certain facts when presented during a sales presentation can serve to heighten the probability that two individuals will be drawn to each other and experience a positive outcome in their interactions. Since prospects are far more likely to buy from a salesperson that they like and trust the similarity principal is an important tool for sales professions to understand and master.

Empathetic statements and complements that are crafted properly go a long way to predisposing a person to like you. That is because when someone feels good about themselves, they will also like you.

In our tech-savvy world when it comes to communications, we are losing our ability to read and transmit subtle nonverbal signals. As a result, our nonverbal skills continue to atrophy.