Education, marketing and economics are just a few of the growing number of disciplines that have realized that the insights derived from behavioral science are just too significant to ignore. Even the United States Government has recently stated that it will begin using behavioral science to design policies to better serve its citizens. Yet, nowhere can the research-backed insights from behavioral science make more impact than in selling.
What enables one salesperson to outsell another? Why does one sales process produce superior results, while others do not? The good news is there’s a clear, science-based answer to these questions. Over the past few decades, there has been an explosion of scientific research on how the human brain makes choices and which factors influence what we say, how we act, and what we decide to buy. Today we know …
In the profession of sales we have an alarming problem: many of the most commonly used and taught sales behaviors have been scientifically shown to drive down performance? For example, a study published in the Harvard Business Review, analyzed the sales calls of 800 sales people. The results were that only 37% of the sales people exhibited behaviors that increased the likelihood of the sale. The remaining 63% behaved in …
In the past, many salespeople learned how to sell by observing other experienced sales reps on sales calls. In fact, for some companies, these ride-alongs were a central part of the on-boarding process. However, with the recent breakthroughs in the scientific understanding of how the brain learns and how expert performance is achieved, there is now an ocean of evidence that has shown that these ride-alongs are highly ineffective at …
Some people just seem to have it. The way they communicate energizes others and causes people to want to be around them. They have what is commonly referred to as charisma. This is no small matter because charisma improves the likelihood of success in almost every area of life. Charismatic people are able to inspire others to take what they say seriously and act on it. Because of its importance, …
In the past, the factors that underlined sales success were thought to be a mixture of innate talent, timing and luck. However, because of modern breakthroughs in behavioral science, there has been a codification of the causal behaviors that empower heightened levels of performance. These behaviors are learnable and anyone who adopts them will significantly increase the likelihood of achieving their goals. The following are 3 scientifically proven principles of …
The exciting news is that that for decades goals have been studied by behavioral scientists and today there is a wealth of information regarding the behaviors that amplify the likelihood of achieving any goal. Here are four research-based strategies that have been scientifically proven to help you attain your goals.
What makes someone an effective presenter? Why do some sales people seem to effortlessly captivate their buyers, while others struggle just to keep them awake? The way you present your ideas matters because it is often the deciding factor in whether or not your message will be met with acceptance or rejection. Neuroscientist Gregory Berns summarizes this reality with the insightful statement, “A person can have the greatest idea in …
Anyone who’s been involved in a startup knows that there’s little room for error. One wrong move could be the difference between success and failure. So how can you increase the likelihood that your new business will not just survive, but thrive? This is where the science of behavioral economics – the merging of economic theory and social science – can help. It provides those operating startups, or any business …