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 →
Breaking through the status quo of complacency can be a major sales challenge. No matter how compelling your case for improving their situation, people are going to feel anxious about making changes, because change brings insecurity, and that makes us … Continue reading →
Here’s a riddle: What does a business insurance producer have in common with a London cabby, a pro basketball player, and a hotel concierge? Like the cab driver, you’ve got to have a real-time knowledge of the “territory” to make … 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 →