Tag Archive for: psychology

3 Powerful Ways to Lead Your Customer Through the Buying Process

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

Stop Selling and Start Telling: The Power of Prescription

/
One of the biggest misconceptions sellers have is that customers…

3 Objection-Handling Lessons from Pandemic Politics

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

Here’s Why Your Business Case Numbers Are Falling Flat

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

The Surprising Science Behind Ordering Your Discovery Questions

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

The Hidden Force Accidentally Driving Your Prospects Away

/
You're walking around the mall when something you remembered…

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

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

Supercharge Your Persuasive Power by Saying What Your Customer is Thinking

/
“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

/
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

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

3 Jedi Mind Tricks Guaranteed to Boost Your Sales Efforts

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