Tag Archive for: sales psychology

What Having Cancer Taught Me About Sales

As we've all learned over the past few years, with adversity…

Your Sales Narrative For Times of Uncertainty

Despite dealing with economic and geopolitical curveballs for…

The Secret to Selling More? Just Be Human

Have you ever been completely put off by the rep on the other…

How to Create a Sense of Urgency in the Mind of Your Customer

One of the biggest reasons salespeople suffer from low close…

The Easiest Month-End Negotiation Tactic

It was a couple of days before the end of the quarter. I was…
giving concessions slowly

3 Ways to Negotiate Better By Giving In Slowly

One of the most important concepts in negotiation has to do with…

Persuade Your Customers by Labeling Them

Some of the greatest sales lessons of the pandemic era have come…

6 Lessons Learned from Pandemic Selling

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It was April 7th, 2020. After spending a year and a half writing…
HOW You Sell is More Important than WHAT You Sell

5 Reasons Why HOW You Sell is More Important than WHAT You Sell

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Imagine you made reservations at one of the best restaurants…

The Hidden Force Accidentally Driving Your Prospects Away

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

Experience Asymmetry: the problem with calling high (and how to fix it)

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My very first sales role was as a sales engineer for a high-growth…

Three principles scientifically proven to help your message break through your customer’s armor

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“What does your company do?” Such a simple question, yet…

Use this Hostage Negotiation Tactic to Overcome Emotionally-Charged Objections

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“We’ve got your son. Give us one million dollars or he dies." This…

Salespeople: Here’s Why Prospects Ignore Your Outreach

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This article is the first in a two-part series. Read David's…

The One Sales Skill You Need to Build Pipeline (and How to Get It)

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A number of years ago I was part of a sales leadership…

3 Killer Tips for Crafting a Customer-Centric Sales Pitch

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Sales is a strange profession. On one hand, the role of a sales…

Close More Business by Preparing for the “Puppy Conversation”

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When you were a kid, did you ever want a puppy? Imagine what…