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Recent Posts Tagged With 'selling'
Dangerous curves: Is forced ranking the pay-for-performance answer? - i4cp
"I'm not sure I know anyone who enjoyed getting graded in college 'on the curve.' It's strange and unnerving going into an assignment knowing that a certain percentage of students in the class are guaranteed to fail. Forced ranking leaves me with the...
The Power of Counter-Intuitive Thinking
"Why did the Swiss lose the watch market to the Japanese and others?According to Bill Byron Concevitch, chief learning officer for Verint, the Swiss discovered the idea of a transistorized watch over 40 years ago, yet they did nothing about it. In hi...
Counter-Intuitive Selling | www.mindcrossings.com
The counter-intuitive sales professional quickly comes to the realization that there is more hiding behind the reason for a lost sale than the customer shares.At the heart of counter-intuitive selling is the principle that for our sales results to ch...
The Ethics of Selling - David Silverman - HarvardBusiness.org
"What do you think? Have you seen a someone duped by a well-spoken huckster? Is it right for a vegetarian waiter to push the steak special? Or is it more about getting the customer what they want, regardless of the passions of the sales person?"...
Salesmanship Without the Sucker Punch | High Probability Selling.
"NEW YORK — Michael Stock, a salesman at Jennifer Leather Furniture in Manhattan, is trying to convince us that an armchair is worth every penny of the $1,799 on its price tag. He caresses the soft hide, describes the exotic oils massaged into its ...
A Guide to Business Development 2.0 - ReadWriteWeb
"At least once each day I get a call from someone trying to sell me outsourced development services. It's difficult to not be frustrated with these calls and it is increasingly hard to be polite, because they come so frequently. Yet, more than frustr...
Overcoming the trust barrier of your prospective customers | Workforce 2 Salesforce
"When you sell to a new prospect, you have to over come their trust (or distrust) barrier. Why should a prospective customer believe what you tell them?But when your prospect receives a recommendation from a friend (who is already a customer of your ...
11 Rules for Selling to a Skeptic | Hansis.net
11 Rules for Selling to a Skeptic | Hansis.net: "Let’s face it: the greatest accomplishment for a member of the sales community is closing a deal with a skeptic. Many who are proficient at this art agree that it is far more gratifying to convince s...
