Behavioral scientists Charles Lee, Sally Linkenauger and three colleagues conducted a revealing psychological experiment with 41 golfers.[1] The golfers were randomly split into two groups. The first group was led, one at a time, to a putting matt. Each golfer was handed a golf putter and then asked to estimate the diameter of the hole at the end of the matt. Then the golfer was allowed to attempt 10 putts. …
After a long day of hiking, two campers began setting up their campsite when they noticed a grizzly bear step out from the cover of the trees and aggressively move towards them. One of the campers was instantly paralyzed with fear and stood frozen as the enraged bear approached. However, the other camper sprang into action and quickly pulled off his boots and took his running shoes out of his …
What makes a PowerPoint presentation effective? Why are some PowerPoint presentations described as being highly engaging and others infamously referred to as, “death by PowerPoint”? These are meaningful questions because your proficiency in communicating your ideas will be the determining factor in whether or not you or your ideas are embraced by others. Hillary Chura writes about this in one of her New York Times articles where she cites numerous …
What is the #1 reason for a lack of sales results? Every sales leader acknowledges that sales deficiency is an alarming problem. Many had hoped that social selling and access to big data would solve the issue. It hasn’t. The statistics show that today just as many sales people fail to make quota as did a decade ago. Now there is no doubt that leveraging social media and big data …
The late Dr. Irving Janis was one of the most distinguished social psychologists who ever lived. His innovative psychological theories, such as groupthink, have transformed the way people relate to one another. One of his most unique research experiments occurred on the Yale campus where he taught. Janis gathered together college students to analyze how the persuasiveness of a message could be enhanced. To some of the students he gave …
The profession of sales is on the verge of a revolution that will change it forever. Early adopters who have embraced this revolution are experiencing a significant competitive advantage that is causing their sales production and market share to explode. Once this revolution reaches its tipping point and gains market acceptance, economists predict that it will cause worldwide economic growth.
Minnesota has some of the coldest winters in the United States. It is not uncommon for the temperature to drop below zero and remain there for weeks at a time. I have experienced the frigid temperatures, incessant snow and ice that a Minnesota winter can produce because I attended college there. Graciously, the college did not require its students to trudge across a snow ridden campus to get from one …
How can sales people sell in a way that will inspire prospects to choose to do business with them? Today, because of the advances in behavioral science, we know the answer to this important question. Over the last few decades, behavioral scientists have conducted thousands of research studies which have revealed the causal factors that direct human behavior. The findings of this research have shown that the way a choice …
Success in selling, like any other profession, is the result of competent training and relentless practice. There are no natural born sellers. Selling is not an innate skill, but one that must be constantly nurtured. This has been proven though recent discoveries in the field of neuroscience, which have revealed that the human brain is not hardwired, but is constantly changing. The reason is because of the over 100 billion neurons …
In the 4th century BC, Aristotle, the father of persuasion, deemed it the key to prosperous living.[1] Likewise, it is also a core skill that enables successful selling. Top sales performers exhibit what Aristotle called Phronesis, which is translated “practical wisdom.” This practical wisdom is the ability to adapt to unique circumstances. Aristotle asserted that practical wisdom had two essential components. First, one must desire to do the right thing. …
The difference between persuasion and manipulation has been a subject of debate for literally thousands of years. In ancient Greece during the 4th century BC the father of persuasion, Aristotle, opposed a group of teachers known as the Sophists. The Sophists provided instruction in various disciplines, but became infamous for their teaching of rhetoric. Aristotle clashed with the Sophists over the fact that they did not care about truth, but …
Can napping increase your productivity? Surprisingly, in spite of the fact that napping usually evokes mental images associated with laziness, recent scientific findings have conclusively proven that naps can actually boost productivity. The reason that scientists recommend napping is because it alters your brain waves. Neuroscientists study brain waves through a machine called an electroencephalogram (EEG). An EEG records the electrical activity in the brain and alerts scientists when the …