The Traveling Salesman? Or the Prisoner’s Dilemma?
The Prisoner's Dilemma is a classic conundrum in game theory. It purports to explain why two people might not cooperate, even if it is in both their best interests to…
If Selling Is Too Hard, You’re Doing It Wrong
Many fine sales authors will tell you that an essential ingredient in selling—perhaps the essential ingredient—is effort. Gumption, grit, hustle, sweat—whatever the word, the image it conveys is that success…
Don’t Be a Social Selling Lemming
You probably have a social media presence. You might even call it a social media strategy. But is it really strategic? Or is it just a lemming strategy—making you…
Don’t Treat Clients Like Competitors! The Four Principles Of Trust-Based Selling
The words “trust” and “selling” are rarely mentioned in the same sentence, and some people feel that “trust-based selling” is an oxymoron. That says something about the relationships between sellers…
Is Selling Too Hard? Maybe You’re Doing It Wrong
Most salespeople love athletic metaphors. For example, consider these well-known maxims: No pain, no gain The harder you try to hit the ball, the worse you do. Note – these two platitudes…
The Prisoner’s Dilemma: Trust & Selling
What is it about selling? It can sometimes leave a bitter aftertaste the mouth - whether you're the seller or the buyer. Why is that? I think it comes down…
If Selling Is Too Hard, You’re Doing It Wrong
Salespeople are frequently fixated on athletic metaphors. Try these two: No pain, no gain The harder you try to hit the ball, the worse you do. So – which is it?…
Why Your Clients Don’t Trust You – and How to Fix It
Do your customers trust you? Be honest, now, this is not an in-house survey. Do they believe what you say? Will they cut you a break if you goof up?…
Traveling Salesman Meets Prisoner’s Dilemma
You may know "The Prisoner's Dilemma." In game theory, it is a classic conundrum. As Wikipedia states, it "demonstrates why two people might not cooperate even if it is in…
Seduced by Sales Models: It’s Not the Club It’s the Golfer
Have a look from the 30,000 foot level at all the sales models on parade. Spread out below you, reaching to the horizon, you'll find venerable models like Consultative Selling,…