Science reveals that buyers make decisions based on strategic, incremental commitments. How can sales professionals sell in a way that inspires these commitments? David Hoffeld, author of The Science of Selling, was recently my guest on FrippVT Sales Series. Enjoy this excerpt from David’s book, explaining a mental shortcut the brain makes when forming judgments and […]
Read More...Make More Sales with the Science of Selling
Single-Option Aversion by David Hoffeld Does the number of product options presented impact whether or not a purchase will be made? This was the question that behavioral scientist Daniel Mochon sought to answer. His research, which was published in the Journal of Consumer Research, determined that the number of product options did heavily influence buying […]
Read More...How to Get Referrals & Increase Your Sales Results
How To Increase Your Sales Results Patricia Fripp in Conversation with Tom Redmond In our constant search for the easy way to sell (There is no easy way but we continue to look!), one consistent factor is that the most successful sales organizations are aware of their numbers and make course corrections by them. Organizational […]
Read More...Lost Your Focus? An Expert Helps You Meet Your Sales Goals
Tom Redmond is the author of Selling From the Inside Out and a go-to expert on the generation of and management of sales. We recently teamed up to bring you, Selling From the Inside Out: Advanced Sales Overview, part of the FrippVT Sales Series. Watch a replay of our web event and enjoy this great […]
Read More...Millennials – 5 Trends You Need to Be Aware of
Millennials vs. Boomers By Michael J. Nick
Read More...How to Make The Most of Millennials on Your Team
Statistically, the majority of college grads will end up in sales career. As a business leader or sales manager, do you know how to make the most of the emerging workforce? Bestselling author Michael Nick and I recently joined forces for the FrippVT Web Event, Millennials – Bridging the Generation Gap. I share Michael’s insights […]
Read More...Secrets of Super Star Sales Presentations
If you need a competitive edge over your competition, enjoy a replay of my recent live web event, The Inside Secrets of Super Star Sales Presentations. This is just one in my FrippVT Sales Series.
Read More...How to Use You-Focused Language to Connect with Clients & Prospects
For greater sales results shift from I-focused to you-focused language in your sales presentations and sales conversations:
Read More...An Unparalleled Technique to Increase Sales – Be Specific
Are you losing sales you feel you deserve to win? Once your presentation is prepared, there’s still work to do before you deliver it to your prospects. Here are two ways to increase sales: 1.) Learn how to build your credibility. 2.) Focus your sales presentation on what the prospect is interested in. VS. This […]
Read More...The 5 Secrets of An Effective Sales Story
People are trained to resist a sales pitch, but no one can resist a good story. Sales strategist, Shari Levitin shares these five secrets to help you tell effective sales stories. The 5 Secrets of An Effective Sales Story by Shari Levitin Since the advent of social media, how we promote our products and services […]
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