How The Psychology of Rewards Impacts Our Success In Sales

According to behavioral psychologists, rewards are more attractive to us the closer we are to receiving them. Further, humans have a tendency to “discount” equal or even greater rewards when not available until the distant future. Why does this make sales hard? Because especially in many instances we are asking our prospects for immediate sacrifices, …

Want To Close More Deals? Make Your Numbers Count.

After reading the title of this post you might be thinking, “Sounds easy” or “I already do that”. Present some impressive sounding numbers about ROI or COI so the people making the decision can understand the value, right? Wrong! According to the Karla Starr and Chip Heath, authors of “Making Numbers Count”, simply sharing numbers …

What It Means To Sell On Emotion

“People buy on emotion and justify with logic.” This is a familiar phrase many sales professionals agree with. However, much less agreed upon is what this statement means, and just how to use this information to be more successful. What gets in our way? First, the mere notion that emotions are the primary drivers of …

The Powerful Sales Lesson in Katy Milkman’s new book “How To Change”

I am full believer that salespeople, more than anything, help facilitate change. For this reason, I was greatly interested in Katy Milkman’s new book, “How To Change, The Science of Getting From Where You Are To Where You Want To Be”. Happily, I was not disappointed. It did not take long to find an incredibly …

4 Powerful Traits of Truly Charismatic Leaders

In his recent work “Charisma, The Microsociology of Power and Influence”, sociologist Randal Collins provides a fascinating analysis of what makes someone truly charismatic.

Saving Face on the Negotiate Anything Podcast!

I’m excited to kickoff the New Year by sharing my recent conversation with Kwame Christian on the Negotiate Anything Podcast. I am a huge fan of Kwame’s work and could not be more honored to have been invited on his show to talk about the concept of saving face. I highly recommend subscribing to his …