Have you ever wondered why some people are so darn likable?
You know the type . . . you are at a party meeting new people, everyone is a little uptight, and along comes someone who you immediately relate to, who makes you and others relax, who you walk away and later say to your husband/wife/date . . . “I really liked that Bob. He was really nice.”
What’s going on here? It could obviously be very helpful to us as salespeople to understand as much as we can about this phenomenon. So let’s see what makes someone so likable. Read more
Psychologists have long known that small commitments can lead to big commitments. In one research study they asked homeowners to place a big campaign sign in front of their houses. Most of the homeowners who were being asked for the first time declined. However, most of the homeowners who already had said yes earlier and had small signs on their property agreed to place the big signs.
The idea is that when buyers begin to make small, positive commitments throughout the selling cycle, it is enormously helpful when the time comes to close the deal. Read more