Did you know that according to a study by the US Navy, the attention span of the average person is only thirty seconds? That means every thirty seconds your prospects are thinking about picking up the dry cleaning, their date on Friday night or the
What do you tell people about owning your product? Do you tell them that it’s fun, thrilling or maybe adventurous? Do you share with them how good they’ll feel when they’re using it? Most of us have learned about the benefits of emotional selling or, as
These days, we live in a world where texters, emailers, and phone callers expect an instant response. It’s urgent, you know! As salespeople we too are seeking an urgent response, many of us expecting it within 90 minutes. The problem with all of this instant
Recently I was at a wine tasting event and I heard an interesting tidbit: the worse the soil, the better the grapes and the more delicious the wine. This may seem contradictory until you dig deeper. It takes a lot more effort for grapes to
As I was boarding a flight from Kauai to Maui, a small Chinese boy came up from behind me squealing and shaking with delight. He pointed at my carry-on, reached in with his little hand and removed a bottle of pills. His parents were apologetic
Our customers learn about our program and become comfortable with it by seeing and doing. Too many salespeople rattle off facts and attempt to educate their customers without visually and actively involving them. Rather than telling your customer a piece of information, encourage them to
In a recent appearance with singer composer Roseanne Cash, my brother, Dan Levitin, a well-regarded neuroscientist and author, discusses why we like music so much. He describes the brain as a giant prediction machine. We look forward to our expectations being met within a song.
