Great Moments in Selling – Bangor Savings
The marketing firm Forge gave a fine example of Selling by Doing, not by Telling
Top Ten Reasons Organizations Don’t Teach Trust
Being trustworthy seems like obvious good sense; why don't more organizations teach it?
Why Modern Sales is so Anti Trust
The traditional view of sales pits salesman against customer; it's a view that's past its time.
Hey! Your Company Just Turned Into a Supply Chain!
The biggest unnoticed trend in business today is away from competition toward commerce.
Why Laughter Might Win the Proposal
Levity has a much more serious place in the business world than we let on.
Great Selling by Truth Telling: A Best Buy Tale
Selling by telling the truth is a pretty obvious strategy when you think about it right; and it's got measurable good results.
Trust Based Selling in the Real World Case Study Number 42
Sometimes what looks like taking a risk is the safest thing to do in sales.
Real World Trust-Based Selling: Case Study 10
A fine example of selling by helping others from the software industry.
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.