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 →
They may fix the weather in the world Just like Mr. Gore said But tell me what’s to be done Lord ’bout the weather in my head Donald Fagen of Steely Dan I don’t mean the rain and snow weather, … 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 →