Monthly Archives: February 2011
Being Influenced By Others
How easily are we swayed by others? In sales, we try to influence or persuade our customers to use our products. Yet we often encounter misperceptions and misunderstandings, either about our products or our competition in the mind of our … Continue reading
Relationships in Business
It’s been said that business success is 75% people skills and 25% technical skills. Nowhere is this more evident than in sales. However, few if any sales reps receive training on how to build business relationships with those people with whom they do not naturally connect. If people skills are so important, why aren’t more companies providing this kind of critical training for their sales reps when we know we don’t naturally connect with but 25% of the people we meet? Continue reading
The Power of Stories
We are just beginning to realize how powerful story telling can be. Most of us probably are not consciously aware that the majority of our conversations could be classified as sharing stories. Think about what you do when you get … Continue reading
Your Product Story and Imagery
“There is a big difference between a green sofa and an overstuffed chair with arms that come up to your ears when you sink into it with a child in your lap.” [Dave Lakhani. Persuasion: The Art of Getting What … Continue reading
