How to Sell People What They Want to Increase Market Share
If an idea is perceived by a person’s sensory input as compatible with its expectations, the unconscious mind says yes. If the idea is perceived by the unconscious mind as not compatible, it says no. The decision is made instantly. Research has shown that a visual message has 3 or ...
Think, and Grow Richer: Smart Strategies to Increase Sales
What Cognitive Therapy Says About Human Behavior Cognitive Therapy (CT) states that our behavior is determined by how we think about things. Perhaps even more important, CT states that our emotions are often driven by our perceptions. As sales professionals, our goal isn’t necessarily to get the prospect to express ...
Leadership for Change
If dealing with change in your work force feels like a battle of wills then you need to step back and rethink the issue. When changing any part of the structure in the workplace such as procedures, processes, or responsibilities, getting the employees ‘on board’ can be handled in two ...
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