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…

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…