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 …

How to Close More Deals, According to 3 Recent Books On Enterprise Selling

After starting a new B2B enterprise sales role I was pleased to discover three great new books on the topic. “Selling Above and Below the Line” by Skip Miller, “Selling Is Hard. Buying Is Harder.” by Garin Hess, and “Mega Deal Secrets” by Jamal Reimer each take a different approach to navigating a modern enterprise …

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 …