What enables one salesperson to outsell another? Why does one sales process produce superior results, while others do not? The good news is there’s a clear, science-based answer to these questions. Over the past few decades, there has been an explosion of scientific research on how the human brain makes choices and which factors influence what we say, how we act, and what we decide to buy. Today we know …
Will having an optimistic outlook improve your sales results? The science-based answer is yes. Here’s why.
In the past, many salespeople learned how to sell by observing other experienced sales reps on sales calls. In fact, for some companies, these ride-alongs were a central part of the on-boarding process. However, with the recent breakthroughs in the scientific understanding of how the brain learns and how expert performance is achieved, there is now an ocean of evidence that has shown that these ride-alongs are highly ineffective at …