Monthly Archives: January 2012
Storytelling—to Engage Your Customers
I’m a big fan of stories—and from what I’ve been reading, I’ve learned that we as humans have a natural disposition to listening to stories. It seems that our brains are wired to respond to stories differently than other forms … Continue reading
The Curse of Knowledge
In their book Made to Stick, Chip and Dan Heath talk about the concept of providing too much information as the “curse of knowledge”. Too much knowledge can become the culprit in hobbling sales performance. I recall a story that … Continue reading
Being a Sales Person who makes a Difference
After the holidays have ended, I tend to get nostalgic and think of other Christmases and times with family. Recently I came across a picture of my son Ryan when he was 4 years old, sitting on Santa’s lap. It … Continue reading
Assert Control
Assert control is the final part of our discussion of the three major characteristics that great sales reps possess. To be honest, when I first read this, I had a problem with the phrase “assert control”. My philosophy about selling … Continue reading
