Category Archives: Misc Blogs

People continue to amaze me. When you read articles about how people behave in certain circumstances (often not what you would expect), it often provides confirmation of some of the concepts I have been advocating about selling for years. Case in point: creating mystery and uncertainty works. In the March 2011 issue of Harvard Business Review, Zakary Tormala of Stanford Business School summarizes his research that confirmed that peop...

Here’s a big idea—without meaningful dialogue, there can be no selling! What exactly does this mean? In brief, it means that unless you engage in a substantive truthful conversation, an interaction that is purposeful and worthwhile with your customer, you are not likely to sell anything. In our previous blog, we’ve discussed the engine that drives success in selling when you are in front of a customer—KMR: Knowledge, Messaging and Relationships. Meaningful dialogue is often limited to those situations where