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.
In his recent book “Think Again ” Adam Grant examines powerful ways to influence with others, especially those who are convinced their way is best. In explaining how we can foster greater interpersonal rethinking, Grant describes how doctors and counselors often use a technique called motivational interviewing to spark impressive rates of attitude and behavior …
Continue reading “Adam Grant and the art of persuasive listening”
View post to subscribe to site newsletter.
Earlier this week, MLB owners presented their opening offer for a 2020 baseball season to their counterparts in the players’ union. Their proposed plan to start the season in July includes half the amount of games, a redesigned divisional schedule to make it easier on players and staff, as well as a number of other …
Continue reading “What MLB players and owners are really negotiating about”
Saving Face 