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 …
You are busy. Regardless of your profession, on a daily basis you are inundated with a seemingly endless stream of phone calls, emails, text messages and meetings. Because of the rapid pace and high demands of the modern workplace, everyone is in search of ways to increase their productivity. One popular technique that many utilize in an attempt to execute numerous tasks quickly is multitasking. When a person attempts to …
Is selling an art or a science? When this question is posed to sales trainers their responses are usually identical. Most sales trainers state that selling is both an art and a science. Some trainers will even attempt to guess what percentage of selling is an art and what percentage is a science. This question is usually treated as theoretical, having little impact upon how a sales person actually sells. …
There is an unsettling trend occurring in the profession of sales. Surveys indicate that a staggering 38% – 49% of all sales people do not make quota every year. Stop for a moment and ponder the severity of this issue. Roughly 4 – 5 out of every 10 professional sales people fail to meet the standard that their company has placed upon them. This lack of sales is not merely …
It was a breakthrough that made Australian researchers Barry Marshal and Robin Warren famous and earned them the Nobel Prize. Their findings were considered a medical miracle that revolutionized how doctors treated painful stomach ulcers. Prior to Marshal and Warren’s discovery, the medical community believed that stomach ulcers were incurable. Doctors focused only on reducing the pain that the ulcers triggered.