Tag Archive for: psychology

5 Problem-Centric Discovery Questions (That Will Stop Customers in Their Tracks)

When it comes to sales discovery, reps are often trained to ask…

3 Powerful Ways to Lead Your Customer Through the Buying Process

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In part one of this post, I shared research on how modern sales…

Stop Selling and Start Telling: The Power of Prescription

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One of the biggest misconceptions sellers have is that customers…

3 Objection-Handling Lessons from Pandemic Politics

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  “How do you justify forcing small businesses to close…
business case

Here’s Why Your Business Case Numbers Are Falling Flat

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What if I told you I had a vaccine for a potentially deadly virus.…

The Surprising Science Behind Ordering Your Discovery Questions

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Many sellers know that when it comes to running high-impact discovery,…

The Hidden Force Accidentally Driving Your Prospects Away

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Have you ever walked into a retail store and been immediately…

Sell more by bridging the emotional gap between you and your customer

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Radiology is one of the loneliest disciplines in medicine. Most…

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

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“THAT'S the line? Are you kidding me?!?" This was my ongoing…

The Silent Killer in Your Discovery Process and How to Stamp It Out

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You briefly met at your best friend’s holiday party. You agreed…

Why Your Solution Will be Adored or Ignored: Understanding the Attention-Value Matrix

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I’ve always loved studying the various approaches, formulae,…

3 Jedi Mind Tricks Guaranteed to Boost Your Sales Efforts

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Think back to the last time you stayed in a hotel. Did you notice…