Contrasting Frame
Yoheytj1 There is a peculiar method of contrasting that occurs in the human psychology when a list of benefits is followed with a slight negative. It has a unique way of…
Yoheytj1
Taking No For An Answer
Growing up I was always told, “never take no for an answer.” It seemed like wonderful, plucky, tenacious advise… and it was. But in a sales environment you only have…
How Vegetables and Personal Discovery Both Relate to Sales
I have a story. When I was very young my mother always told me to eat my vegetables, that they were supposedly good for me. I usually fed them to…
Never Use the Hard Sell
We all know about the famous Jehovah’s Witness door to door evangelism. With their prerecorded responses and famous ready to go selling points, but there’s a problem. Nobody likes it…
Let’s Play Pretend
Let’s play pretend for a moment. Say for the sake of the conversation that you are speaking with a potential client and she is being vague, but is still trying…
Learned Helplessness
“Wonder rather than doubt is the root of knowledge” ~ Abraham Joshua Heschel In the 1970s a young psychologist by the name of Seligman came to bring a counter theory…
The True Art of Selling
Think of a salesman. Go ahead. I am willing to bet that a picture of a used car salesman swindling old cars down the throats of some unsuspecting buyer came…
The Prudent Mute
“When words are many, transgression is not lacking, but whoever restrains his lips is prudent.” ~ Proverbs 10:19 In sales the true danger is speaking too much, not too little.…
You have to be okay with the possibility of failure.
Think about the verbs to sell and to act, they are very similar. They are similar because verbs require action, which, by their nature, bears with them the possibility of…
Sales: Part of the Human Condition
For the last fifty years the sales profession has given a negative impression. Pushy, annoying, and sleazy are just a few of the adjectives thrown out by the populace to…