Empowering People to Want to Switch Brands
A number of psychological experiments have shown that buyers who felt empowered were more willing to change brands or switch vendors.
Continue reading →Joe Arak
Pop Quiz
Does this scenario sound familiar? “She’s not in. Can I put you into her voicemail?” Imagine you’re calling manufacturers, prospecting for new sales opportunities. You ask to speak with the person in charge of the business insurance, and that’s how … Continue reading →
4 Things Prospects Don’t Want You to Know
What comes to mind when you visualize the prospecting process? You might see a funnel with prospects going into the wide end and new accounts emerging one by one from the small end. That’s the typical picture, but maybe there’s … Continue reading →
A simple technique for getting people’s support
Almost everyone appreciates compliments, and hearing a favorable remark will often inspire someone to make the effort to live up to that compliment. For example, if you’re trying to get a Gatekeeper at a company to help you connect with … Continue reading →