Asking for Referrals

Sometimes it's difficult to ask for referrals, whether as the sales person you don't feel comfortable, you don't like putting the pressure on to get referrals, maybe you haven't worked with the person long enough to establish the relationship…

What Is The Purpose Of Prospecting?

If you ask most people in the sales business this question they will tell you something like “the purpose of prospecting is to get people to give you an appointment.” They think that their job is to try and convince people to give them an…

What Motivates Prospects To Make A Decision?

Perhaps the answer to this question can be found from Barbara Fredrickson, Ph.D., a research psychologist at the University of Michigan, and a vanguard in the field of Positive Psychology. According to Fredrickson negative emotions get people…