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
Banks Behaving Badly: Or Is It Just Me?
Banks using sleazy, slickster sales tactics are unaware that they are actually losing shareholder value by annoying customers.
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.
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.
Faking Customer Centricity
Customer centricity isn't automatically good; it depends on who you're in it for
The Point of Listening Is Not What You Hear, but the Hearing Itself
The important thing about listening is not what you hear, but the fact that you are hearing.