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, I’m talking about the emotional weather inside us.
This emotional weather – moods, feelings, and attitudes — plays a central role in empathizing with others, and empathy is a critical aspect of all relationships, business and social. Continue reading →
“… [P]eople will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
Maya Angelou
Emotions are the fundamental drivers of the decisions we make. We’re drawn to what we like, we avoid what we don’t like, and then we explain and justify those choices with reason and logic.
We can’t succeed at selling without understanding the essential role emotions play in connecting with people and influencing their actions. 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 →
It’s pretty clear that today’s buyers, both consumers and businesses, rely heavily on Internet research to gather data, compare products, and scope out the field of options.
But in many cases that process raises more questions than it answers: What features should they be most concerned with? What’s a particular vendor’s support going to be like? Will the value they get from a service or product be worth the extra expense? Continue reading →