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.

New episode on the Negotiate Anything Podcast: “How To Win More Through Emotional Intelligence”

I’m excited to share this new interview with Kwame Christian on Negotiate Anything, the top Negotiation and Conflict Resolution Podcast in the world, also ranked #6 among all management-related shows on Apple Podcasts.

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.

Want better E.I.? Start by understanding emotions

Much has been written about the power of emotional intelligence, including popular works by various experts such as Daniel Goleman, Chris Voss, Travis Bradberry, and others. Further, according to a 2013 study on the topic of emotional intelligence and sales, strong emotional intelligence is a trademark characteristic of high performers, especially those who can combine …

3 key lessons from Deepak Malhotra’s The Peacemaker’s Code

It’s not every day a Harvard business professor and one of the world’s leading experts on negotiation decides to write a fiction thriller.  So once I learned Deepak Malhotra was releasing just such a book I was eager to see the final result. Would it be insightful? Would it be entertaining? Was it possible to …