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Posts tagged ‘sales strategies’

24
Feb

The Awesome Power of Social Proof

Psychologists know that it is basic human instinct for human beings to seek validation for their decisions from the groups they identify with. So if you are a professional basketball player, and your trainer wants you to try a new diet or exercise routine, the first thing you will probably ask is, “Who else is doing it?”  If the answer is, “LeBron James or Michael Jordan,” you will probably ascribe more credibility and value to the proposition than if your trainer has no successful examples to point to. Read more »

20
Jan

The Ultimate Sales and Service Secret!

I recently heard a great summation of what we need to do to stand out in sales or service . . . “Give the customer something no one else in the world gives them.”  Read more »

13
Jan

When is the Best Time to Present: First, Middle or Last?

People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something psychologists call the “recency effect.” Read more »