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
Even prior to “social networking” on the Internet, most salespeople considered networking to be a top priority in the sense that the more people we know the more likely it is that someone can help us in our sales endeavors. But one distinction we have always tried to make is that “networking means nothing” if the result is a passive list of acquaintances as opposed to an active and energized list of true business colleagues and associates. Read more