Prevailing against an incumbent, and sometimes other agents, can be tough. But there’s an invisible third opponent lurking in the shadows that can be the most challenging of all. When we’re selling something that people already have, whether it’s insurance … Continue reading →
This sales tactic is based on the persuasion principle of commitment and consistency: that someone is more likely to comply with a larger request once they’ve committed to a smaller one. The essential point is that when a person makes … Continue reading →
Have you heard the one about two psychiatrists? They pass on the street, and one nods to the other and says, “Good evening, Doctor.” A block later the other one thinks to himself, “I wonder what he meant by that?” … Continue reading →
What’s the one attribute, the single most important quality that you’ll find at the heart of every successful, high performing sales person? Is it social skill? Is it product knowledge? Trustworthiness? Determination? Persistence? Empathy? … Continue reading →