It was one of the most revealing and amusing psychological experiments in recent years. Behavioral scientists, Daniel Simons and Christopher Chabris, gathered random college students together and had them watch a one minute video.[1] The video consisted of two basketball teams, one wearing black jerseys and the other white jerseys, moving around a small space passing a basketball back and forth to those on their team. Prior to watching the …
“Would you allow us to put a billboard in your front yard?” This was the question that a team of researchers, led by social psychologists Jonathan Freedman and Scott Frasier, asked residents of a California neighborhood. The researchers, who were posing as volunteer workers, would show each homeowner a picture that clearly portrayed how the large sign would obstruct the view of their house. Inscribed on the billboard was the …
Within the last few years there has been an alarming number of business leaders who have made the bold declaration that soon sales people will be no longer needed. They contend that because of the internet, the buying process has been transformed to such an extent that in the coming years sales people will not be required. Now there is no denying that the internet has radically changed the selling …
Choosing a sales training provider is one of the most significant business decisions you will ever make. Sales people generate the revenue that keeps an organization alive. One of the biggest predictors of sales success is the training that sales people receive. Sales training, properly executed, equips sales people with the knowledge and skills to sell successfully in today’s challenging selling climate.
Recently, I was approached by someone in the food service industry and asked if I had any insights from my study of the proven science of influence that could help servers increase their tips. Though there are many strategies that servers could employ to deepen rapport with their guests, the following are five scientifically validated behaviors that will both enhance a server’s tips and also create a more enjoyable dining …
Everyone wants to be influential. Each of us desire to communicate in a way that inspires others to listen and act upon our ideas. In fact, if you reflect upon your last few social encounters you will quickly realize that you are regularly putting forth ideas that you want others to comply with. It does not matter whether you are attempting to resolve a discrepancy on your telephone bill, convince …
In this whitepaper, David Hoffeld provides readers with a clear understanding of how to effectively compose and convey the most powerful type of story that a sales person can share, a Third Party Story. David begins by disclosing why stories are so influential. He then reveals how sales people can construct Third Party Stories that are aligned with how the human brain instinctively processes and responds to stories. The white …
Motivation matters! The very word “motivate” comes from the Latin mōtīvus, which literally means “to move.” Behavioral science research has confirmed that motivation is a prime influencer of human behavior. A person’s level of motivation even affects how his or her brain processes information. Neuroscientist John Rately affirms that motivation “determines how much energy and attention the brain and body assign to a given stimulus – whether it’s a thought …
This white paper answers the highly debated question, “Should a sales manager be liked?” With poignant wit and keen insight a compelling case is presented which reveals that likeability is a prerequisite for effective sales management. First, evidence is presented that clearly demonstrates that leadership is a relationship. Then an explanation is given regarding why management likability is so debated and often misunderstood. The whitepaper concludes by focusing on the …
In this white paper, David Hoffeld writes about how a powerful scientific principle called Social Facilitation can significantly enhance a sales leader’s ability to coach and train sales people. David begins by explaining the scientific construct of Social Facilitation. He then clarifies why Social Facilitation is the basis for how athletes, firefighters, police officers and soldiers are trained and how that relates to the coaching and training of sales people. …
Choosing a sales training provider is one of the most significant business decisions you will ever make. Sales people generate the revenue that keeps an organization alive. One of the biggest predictors of sales success is the training that sales people receive. Sales training, properly executed, equips sales people with the knowledge and skills to sell successfully in today’s challenging selling climate. Click here to download the pdf.
In this white paper, David Hoffeld writes about a startling problem that is hindering the profession of selling. He discloses documented proof that the core philosophy that is taught in sales training has not changed in nearly 100 years. David explains why this is problematic and why the discipline of sales, which was once thriving, has not evolved. The paper concludes with a practical analysis of how the discipline of …