Deposits and Withdrawals at the Trust Bank
Trust isn't created by making trust deposits, and depleted by withdrawals; it is increased by the level of activity of both.
Selling Without Making Buyers Feel Sold (Part 1 of 2)
How can you sell, but not make your buyers feel like they've been 'sold?' There is an answer.
Buying Decisions: Stepping on the Value Scale
The obvious costs and benefits hide the critical relational aspects of value in the buying decision.
The Etiquette of Selling
In selling, as in all relationships, there are steps that must be done in the right time and sequence. Violate them and you lose the relationship, or the sale.
Why Testimonials Are Over – Rated in Sales
Testimonials sound great, but unless precisely credible to the customer, they can backfire.
Why Laughter Might Win the Proposal
Levity has a much more serious place in the business world than we let on.
Are you Hard Selling or Wrong Selling?
The biggest reason for the perception of sales as unethical is the lack of relationship in the approach
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.