Sales Training Articles

There’s a scientific phenomenon that explains an idea called “Confirmation Bias.” Cognitive researchers have found that we have an unconscious tendency to seek out and readily accept information that confirms our preconceptions, and to ignore, distort, or discount information that contradicts (or disconfirms) them.

People often ask me if I get nervous before delivering a presentation. Right now, I’m on a plane headed to Dallas to present a 12 minute TED style talk to over 500 CEOs and entrepreneurs. Am I nervous? You betcha! Research shows speaking in public is the number one fear humans face. Second only to death.

Our brains are busier than ever before. New research shows the average person sees 4,000-10,000 ads per day, checks email over 70 times and switches devices over 500 times in a 24-hour period. Trying to figure out what you need to know and what you can ignore is exhausting.

I have been blown away by the number of requests I've received on social media and email asking me to share prior video posts from LinkedIn and Facebook to help accelerate sales. Everyone seems to have a favorite. I’m going to provide you with the top 3 audience favorites from the last six months. These videos have received more than 10,000 views each. Watch these starting now and increase your sales, accelerate close time and enjoy more fun in the sun this summer!

What would it mean to you if you doubled your income—with the same number of customers? Think about how it would feel to give the same amount of effort and earn two, three, or many more times as much.

There’s a big difference between “emotional selling,” and selling emotionally. Selling emotionally means succumbing to our own negative emotions and tendencies. When you find yourself triggered by something your prospect says, try naming the emotion you’re feeling. Feeling frustrated is very different than feeling humiliated. Both require different solutions.

Artificial intelligence should be very much like the sous chef for a chef, with the chef being a salesperson: artificial intelligence does all the prep work, and the salesperson conducts the primary tasks involved in selling. There are two things humans can do that artificial intelligence will never be able to do.