As sales professionals, we want to answer questions with assurance and convey our knowledge and expertise, but there’s a problem. When we offer familiar answers based on preconceived ideas, we miss the opportunity to learn more about the questioner and … Continue reading →
The rapport-building tactic of mirroring & matching can sometimes produce stunning effects. As we subtly reflect back someone’s gestures and phrasing, they can experience a sense of comfort and relaxation, and a feeling of rapport develops. The effect is based … Continue reading →
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 →
As we’ve recently discussed , it’s extremely difficult to change minds by presenting facts and figures alone. As writer Daniel Pink has observed in his book, A Whole New Mind, when facts and data are easily available, that over abundance … Continue reading →