The biggest difference between selling ‘things’ and intangible services is the pivotal role of trust. Trust is even more critical to selling intangible services than it is to selling things.…
Killer Interview Questions
Many organisations and recruiters believe there are only three true job interview questions that really matter. 1. Strengths: Can you do the job? Do you have the technical skills as…
Your Sales Strategy in 2015
What opportunities and risks are there for sales growth in your business in 2015? Planning for the new year is more vital than ever in an economy that continues to tighten.…
Success Has Seven Enemies
I’ve been studying the mindset of successful people for decades, and they share a set of common beliefs. People who struggle to produce the results they want also have shared…
You Can’t Be a Smart Arse
There is no such thing as a smart asshole You can’t be both of those things at the same time; and if you are the latter, then you are not…
Harnessing the Science of Persuasion: The Principle of Scarcity
The Application: Highlight unique benefits and exclusive information. Study after study shows that items and opportunities are seen to be more valuable as they become less available. That’s a tremendously…
Harnessing the Science of Persuasion: The Principle of Authority
The Application: Expose your expertise; don’t assume it’s self-evident Two thousand years ago, the Roman poet Virgil offered this simple counsel to those seeking to choose correctly: ‘Believe an expert.’…
Astute Sales Managers Coach on Personal Improvement
One of the most debilitating myths about the sales profession is this: Sales people can learn on their own, on the job, and eventually become good at their jobs. They’ll…
Harnessing the Science of Persuasion: The Principle of Consistency
The Application: Make their commitments active, public, and voluntary Liking is a powerful force, but the work of persuasion involves more than simply making people feel warmly toward you, your…
Beware of Silos and Fiefdoms
General Motors’ ignition switch problems that apparently led to several reported deaths have received a lot of publicity of late. The problems were reported to low levels of management as…