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Gaining Trust By Reading The Prospect’s Mind

According to Joseph E. LeDoux, Ph.D., a world-renowned neuroscientist at New York University, trust is a social emotion. It is the ability to put yourself in the mind of another and predict what they are thinking or what they will do. Psychologists call this the “theory of mind.” To provoke trust, a sales person has […]

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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 be attributed to technique(s. Simply put, asking technique type questions focuses on the wrong end […]

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