Cognitive tunneling is one of the principal causes of accidents that involve human error and is also the source that prevents many business owners from seeing all possible solutions to everyday business problems causing them to make bad business decisions.
How to Avoid Cognitive Tunneling and Make Better Business Decisions Read More »
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.
The Five Salesperson Archetypes and the One that Performs Best Read More »
What if you had a crystal ball that would let you see into the future to see if demand for your product or service was going to get stronger or weaker with time. Well, you can stop wishing. There is such a tool.
How to Predict the Future with Demand Curves Read More »
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
How to Master the Friend-Foe Continuum to Hack Relationships Read More »
People like to work with and buy from people that they like. However, sometimes you need them to change their direction without leaving a stink on your relationship. Here are three strategies that can be used to help you get what you want in business relationships, with the added benefit of making you come out smelling like a rose.
3 Simple Business Relationships Strategies to Get What You Want Read More »
There are six easy-to-implement strategies that can intensify your offer to make customers on the fence buy from you.
Six Ways to Intensify Your Offer Read More »
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.
How to Use Misattribution of Memory for Better Sales Read More »
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.
How to Leverage the Similarity Principle for Better Sales Read More »
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.
Verbal Statements That Will Improve Your Sales Read More »
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.
How to Master Nonverbal Communications to Improve Sales Read More »
