Archives - January 2016

Has a member of your sales team ever returned from a customer call frustrated that they didn’t “click?” While you may chalk it up to a difference in personalities, your salesperson isn’t far off the mark. It’s the failure of two brains to “click” that causes the disconnect in communication. The way we think involves …

Whole Brain Thinking involves the understanding of how the brain takes in, processes and communicates information. Implementing the whole brain thinking process can be an incredibly effective way to increase your sales’ team cohesiveness and can result in: * Better internal team communication * Shorter and more effective meetings * Improved customer service …just to …

You peruse the reports. You lean back in your chair, kick your legs out in front of you, scratch your head and rub your chin. Then you throw your hands in the air and ask an age-old question: “Why aren’t we getting solid sales outcomes?” Too often this becomes a rhetorical question. Some members of …

It was 1989. Robert B. Cialdini was a 43-year-old college professor and self-proclaimed “patsy” – he answered every phone call, even during dinner, and patiently listened to the telemarketers on the other end of the line. And then he would inevitably buy something. But every time he made a purchase, he felt taken advantage of, …