Insights From Behavioral Economics To Help You Sell Better

In my article, You Are Not as Rational as You Think – 6 Cognitive Biases Sales Reps Should Watch out for, I wrote about various patterns of faulty thinking that can twist sales reps’ reasoning skills and jeopardize their success rate. On the flip side, sales reps are not the only ones that give in Continue Reading

A/B Testing in Sales vs. A/B TESTING IN SALES

There are two pieces of advice I often hear: The more calls you make, the more deals you will close. Generally, I agree. However, there is one catch here: making a high volume of calls does not necessarily imply that you are doing your job well. It is very likely that it is the opposite! It Continue Reading

4 Unorthodox Persuasion Techniques You Can Test in Your Next Sales Conversation

Academics have been quite diligent in creating, proving and disproving hypotheses on how to persuade people. Actually, the resources invested in some of these studies are incredibly high. Why is so much attention given to this field and who funds this? The answer is simple. Big Business. Continue Reading

What Do Physics and Sales Have in Common?

To refresh our knowledge of physics, let us recap the definition of inertia -- it is the force that keeps an object moving or stationary until it is moved or stopped by another force. So, imagine a ball standing in one place. This ball will continue to be still until an outside force causes it to Continue Reading

5 Questions You Want Your Prospects To Ask You

Most sales blogs (including mine) go on and on about the importance of asking the right questions to the prospect. Questions help you get out from the prospects everything you need to be able to help them: their current needs and pain points, where their company stands at the moment, what their Continue Reading

13 Proven Steps for Winning Sales Conversations

There are many strategies out there on how to trump your competitors in a sale conversation. As this is something I’ve been studying and testing for a while, I’d like to share my insights. Even if it doesn’t get you to change your current practices, I am sure that some of the issues will make you Continue Reading

Why Revamping Your Sales Content Library Will Maximize Your Sales

Isn’t it wonderful when sales have just the right content at their disposal to lead the buyer through all stages of the journey? Sales are closed, quotas met, everyone is happy… Guess what? None of these things will happen if your sales content library is in a mess. That is why the time to revamp is Continue Reading

Learning from the Best: Top 120 Sales Companies Sharing Their Practices

I recently read a great case study on sales growth and I would like to share with you the most important key points that can help you drive sales. The case study was named “Sales Growth: Five Proven Strategies from the World's Sales Leaders” and it was done by a team of global leaders from Continue Reading

What Do Seasoned Sales Reps Do Differently?

Let’s face it – being a salesperson is not the most likeable profession in the world. And the prospects are not getting any easier either – they expect fully individualized treatment and nothing but. However, if you are like me, setting the bar high and surpassing your own personal goals is the true Continue Reading

Using the Five Why Technique in Sales

You all know about the importance of asking the ‘why’ question in sales, right? What about asking five why questions? Five whys was a problem-solving technique introduced by Sakichi Toyoda, a Japanese inventor who worked for Toyota. Costly mistakes that arose during vehicle manufacturing meant Continue Reading

Using NLP to Handle Objections and Establish Rapport with Clients

If you are following popular psychology trends, then you might have come across the term Neuro-Linguistic Programming or NLP. NLP explores the relationships between our thought and communication patterns on one side and our behavioral and emotional reactions on the other. It provides a window into Continue Reading