The Power of Active Listening in Sales Active listening is one of the most powerful tools a salesperson can wield. It’s not just about hearing words; it’s about understanding the underlying needs, emotions, and intentions behind those words. When done effectively, active listening can transform your sales interactions, leading to stronger relationships and higher conversion […]

/*! elementor – v3.17.0 – 08-11-2023 */ .elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block} The Science of First Impressions: How Neuroscience Shapes Customer Perceptions in Sales In sales, the saying “You never get a second chance to make a first impression” carries significant weight. First impressions are not just fleeting moments; they can shape […]

Riding the Emotion Coaster: Mastering the Arcs Within Sales Conversations In the high-stakes world of B2B sales, mastering the subtleties of communication can make the difference between closing a deal and losing a prospect. One of the most powerful yet often overlooked aspects of sales interactions is the emotional journey both the salesperson and the […]

Harnessing Emotional Contagion in Sales: Insights from Behavioral Psychology and Neuroscience In the world of B2B sales, effective communication is the cornerstone of success. Yet, one often overlooked aspect is the phenomenon of emotional contagion – the process by which one person’s emotions and related behaviors directly trigger similar emotions and behaviors in others. Rooted […]

It’s hard to overemphasize the power of mentorship. A mentor is not only a teacher and guide, but a source of wisdom and experience. The guide sets a pace that can be followed. Today’s mentor can easily be accessed worldwide through digital platforms and communication. With the onslaught of distractions and messaging from unproven sources, […]

The Biochemistry of Motivation Artemisdiana/Depositphotos If you are trying to influence people to change their behavior, unless they clearly see value in changing and a path safe from failure or loss, they will resist your suggestions. Emotions are often triggered when people are presented with a view of a possible future that conflicts with their […]

The frustration was palpable within a group of leaders with whom I recently worked. They were in a tough spot. Competition was emerging from unexpected sources. Revenue was not tracking to meet expectations. The organization was responding with significant structural change. And these leaders had been told by executives that if the business was to […]

You take risks regularly, from backing your car into the street to trying a new restaurant. You only hesitate when your fear of the unknown leads you to focus on the worst that could happen. I’ve had many coaching conversations start with, “I need to make a decision.” Yet after describing the options, it’s clear […]

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WARRIOR A Warrior, she’s often been, obsessed with other lands. In tending to her freedom, so content to raise her hand. Yet even in the midst of war, surrounded by alone she knew t’was might that brought her here, and sliced her to the bone. This Warrior has sheathed her sword. Its glint may dull, […]