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…

Is It Real Or Is It Imagined?

Liu Chi Kung, a world-class pianist in the late 1950's was imprisoned during the Cultural Revoluion in China. After seven years without a piano he immedidately resumed his concert tour. His fans said he played better than ever and wondered how…