Buy With the Heart, Justify With the Brain
Most business sales models are overly built on rational, cognitive "brain" notions of how people buy. The heart knows better.
Selling to the Primal Instinct in All of Us
Reflective listening, often recommended for adults, is effective in toddlers as well, suggesting a deep developmental basis for focusing on empathy rather than just data collection.
Lying to Get the Sale
The psychology of truth-telling and how it gets the sale.
Carnival of Trust for February is Up
February 2008 Carnival of Trust
Lessons in Sales from John McCain
Candidate John McCain demonstrates the power of transparency in selling.
Selling in Three-Part Harmony
Jeffrey Gitomer reminds us that sales is where the personal intersects with the commercial; make it harmonious.
Learnings from the Used Car Salesman
Used car salesmen remind us that intent matters more then words and behaviors.
Why Your Sales Process Is Bad for Sales
The concept of sales as a business process has been overdone, with the result that sales are not being made.
Digital and Analogue Social Networks and Pharma
Exploration of digital social networks can give insights into "normal" networks--like the relatiionship of pharma companies to their customers.
Case Study #17: Trust-based Selling in the Real World
Selling based on trust is more profitable than selling that overtly tries to maximize profit.