In the past, sales leaders attempted to innovate by looking for best practices. That is to say, they look at what top salespeople are doing and implore others to go and do likewise. In other words, we attempt to innovate by replicating what others like us are doing. What have the results been from these attempts to use the mirror as a tool for innovation? Not good. The data reveals …
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 …
For years, many in the sales community have operated with the belief that success in selling is dependent on innate communication skills and a gregarious personality. The assumption has been, if you didn’t have “it”, you couldn’t be taught it. However, a tidal wave of scientific research studying what makes people successful has disproven that theory in recent decades. Though some people do have heightened levels of natural ability, to …
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. Behavioral science research analyzes human behavior and then creates evidence-based strategies that can explain and even predict …
In the past, success was thought to result from some combination of inborn talent, timing, and luck. But advances in behavioral science are rapidly reshaping that picture. We now know there are several behaviors that can predictably lead to improved performance. Anyone who practices them is more likely to succeed at what they set out to do. Here’s a look at three of them.
In the past, many believed that when people made buying decisions they did so in a rational, logical manner. Today, behavioral science has proven this notion incorrect. There have been thousands of scientific studies which have revealed that when people make decisions they do not engage in a rational, cost-benefit analysis, but instead rely upon a set of fixed psychological principles. This is extremely important for sales people to grasp …
Traditional sales wisdom claims that the best sales people are extroverts. They are outgoing, social individuals who are believed to be so naturally gifted that they can “sell ice to Eskimos.” What’s more, often when hiring sales people, managers will use personality tests to identify those who are extroverts. Potential candidates are posed questions like, “When at a party are you more likely to be the center of attention or …
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. Every sales leader knows that the world of selling has changed and the profession of sales must also adapt. The current marketplace is more challenging than any that preceded …