Psychology of Selling

Before You Dash to the Demo

The prospect takes a real interest in your company and the potential results your solution offers. You get excited and immediately ask, “Can we schedule a demo so you can see the great capabilities of our system?” They agree! Yet, after the demo, they go silent. Where...

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How You Buy

How You Buy

It’s known in sales that people buy emotionally and then back their decision with logic. Isn’t it funny though, that when clients have objections, they’re usually logical? Your price is too high. I don’t like the way the contract is worded. The specifications aren’t...

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The Art in Sales

The Art in Sales

Sales is both art and science. Science resides in the left brain, which houses process, technique and methodology. Art resides in the right brain, which has the emotional connections, relationships and the energy of possibility. Our left brain is objective and...

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