Several years ago, at the University of Chicago, we conducted a test of high performance salespeople to see if we could identify some common characteristics and behavior. One of the more interesting elements that came up was “fear,”… Read More
We spend a lot of time talking about “emotional connectivity” and how the world’s great communicators and salespeople are often able to touch other people emotionally, consistently raising their moods when they touch them. We also know that… Read More
Most of us are familiar with K.I.S.S. . . .”Keep It Simple Stupid.” Put a bit more delicately, it is usually much more effective to communicate and support one or two compelling points, particularly when selling, than to… Read More
As salespeople, we are usually selling our product or service into the context of a larger process. Say, for example, we are a realtor who wants to represent a home buyer. All of our competitors are going to… Read More
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