For most of us, it’s not that we struggle to create worthwhile goals, the stumbling block is we have a hard time taking the action necessary to achieve those goals. For instance, when researchers tracked 200 people who made New Year’s resolutions, they found that while 77% acted on their goals within the first week, that number plummeted to just 19% over a two year period.
Daniel Kahneman may be the most revered and well-known behavioral scientist on the planet, and for good reason. In 2002 he won the Nobel Prize in Economic Sciences for identifying how the way a choice is framed shapes how it will be perceived and whether it will be acted on. For instance, in one of Kahneman’s legendary research studies people were given the following scenario:
My first job in sales was almost an accident. I had just completed my master’s degree and was in desperate need of a job. I looked in the paper under sales, because I naively thought that “I would be good at sales.” I saw an ad that read, “no experience necessary, make six figures.” I thought to myself, “I have no experience and I would love to make six figures, …
The Science of Selling is a different kind of sales book. What makes it different? It’s not based on my career in sales or best practices that I made up by evaluating a certain group of salespeople. Instead, it’s based on what selling should always be focused on – buyers. Well, more specifically what thousands of scientific studies have proven regarding how potential customers’ brains make buying decisions.
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 …
Will having an optimistic outlook improve your sales results? The science-based answer is yes. Here’s why.
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, 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 …
Product knowledge is one of the most misunderstood topics in selling. Business leaders often barrage their sales teams with information about their products in the hope that it will increase sales. It never does. Many have asked, “how much product knowledge does a sales person need to be successful?” Those who pose the question are looking for an answer that reads like a checklist. Sales people need to know this, …