Curiosity is recognized as an integral part of selling, negotiating and leading. However, some fear curiosity is an innate quality that cannot be trained. Similar to things like confidence, drive, or intelligence, we either have it or we don’t. Throughout my career training and coaching sales professionals I’ve come to the opposite conclusion: curiosity can …
Tag Archives: B2B
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, …
Continue reading “How The Psychology of Rewards Impacts Our Success In Sales”
View post to subscribe to site newsletter.
Saving Face 