Can a Great Image Be Bad for Business?

March 13, 2013 By Molly Gordon Leave a Comment

Making a powerful connection with your just-right clients requires a peeling back similar to connecting insulated wiring. For real connection to happen—for the juice to flow—you have to peel back some of your carefully crafted professional image.

Filed Under: Sales Psychology Tagged With: connection, image, Molly Gordon

Conveying Your Message

February 5, 2013 By Erica Holthausen 8 Comments

When crafting your marketing message, only one thing really matters: resonant clarity. A strong marketing message clearly indicates who you work with and what results you help them achieve. To be effective, it also must resonate with the people you wish to serve.

Filed Under: Sales Psychology Tagged With: Erica Holthausen, featured, featureheader, marketing, voice

Sales Psychology: The Nutshell Guide to Corporate Schmoozing

July 21, 2012 By Peter Shallard Leave a Comment

Selling at the enterprise level is simply fantastic. When one sales meeting results in hundreds of thousands of dollars, you’ll never want to sell to anyone else.

Filed Under: Sales Psychology Tagged With: corporate sales, Peter Shallard, sales

Sales Psychology: Harness the Power of Desire

July 5, 2012 By Peter Shallard 1 Comment

Human behavior is driven by two powerful mental forces: the emotional tug toward what we want and the emotional push away from what we wish to avoid. It’s the pain & pleasure principle.

Filed Under: Sales Psychology Tagged With: motivation, pain & pleasure principle, Peter Shallard, psychology, sales, sales psychology

Sales Psychology: Why Referrals Are All You'll Ever Need

June 19, 2012 By Peter Shallard 1 Comment

When most people hear about affiliates, recommendations and referrals, their first thought is referrals as source of new customers. This is a big part of it, for sure. When people start talking about your business and send their friends and family to buy your product, you know you’ve made it big.

Filed Under: Sales Psychology Tagged With: networking, referrals, sales psychology, successful sales, successful selling

Sales Psychology: The Secret of Instant Rapport

June 5, 2012 By Peter Shallard Leave a Comment

Rapport is the state of magical connection where communication simply flows between individuals. It’s the perfect state for selling. And here’s how to achieve it quickly and effectively.

Filed Under: Sales Psychology Tagged With: Canned Charisma, establishing rapport, generating rapport, mirroring behavior, rapport, sales psychology, selling, successful selling

Sales Psychology: Why People Won’t Pay Your Rates

May 22, 2012 By Peter Shallard Leave a Comment

When someone says “that’s too expensive”, they’re verbally acknowledging an unconscious comparison. They’re measuring your price against something else, and you don’t even know what that something else is.

Filed Under: Sales Psychology Tagged With: price setting, sales psychology, worth of services