3 Powerful Ways To Train Our Curiosity

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 …

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, …

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How To Create a Strong Negotiation Culture Within Your Sales Team

It’s easy for management to blame salespeople when negotiations conclude with value left on the table.  But what they often fail to realize is that selling and negotiating are fundamentally different skill sets requiring fundamentally different behaviors.

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