Focusing On The Wrong End Of The Problem

Many of the questions I get asked by salespeople tend to be “how to” or “technique” type questions. These questions are most often the wrong questions to be asking. Why? Because only about twenty percent (20%) of sales success can…

Emotion vs Logic

When people buy an ice cream cone, they don’t buy a lump of fat and sugar. To the ice cream lover, a delicious cone is a spirit lifter, stress buster, or hunger reliever. When your prospect buys your product or service what emotion are…

Quit Vomiting On Your Prospects

William James, the father of modern psychology, taught us that the number one need of human beings is not to understand but to be understood. You will be enormously successful if this is also the number one need that you fill in your selling…