Success in selling, like any other profession, is the result of competent training and relentless practice. There are no natural born sellers. Selling is not an innate skill, but one that must be constantly nurtured. This has been proven though recent discoveries in the field of neuroscience, which have revealed that the human brain is not hardwired, but is constantly changing. The reason is because of the over 100 billion neurons …
In the 4th century BC, Aristotle, the father of persuasion, deemed it the key to prosperous living.[1] Likewise, it is also a core skill that enables successful selling. Top sales performers exhibit what Aristotle called Phronesis, which is translated “practical wisdom.” This practical wisdom is the ability to adapt to unique circumstances. Aristotle asserted that practical wisdom had two essential components. First, one must desire to do the right thing. …
The difference between persuasion and manipulation has been a subject of debate for literally thousands of years. In ancient Greece during the 4th century BC the father of persuasion, Aristotle, opposed a group of teachers known as the Sophists. The Sophists provided instruction in various disciplines, but became infamous for their teaching of rhetoric. Aristotle clashed with the Sophists over the fact that they did not care about truth, but …
It was a breakthrough that made Australian researchers Barry Marshal and Robin Warren famous and earned them the Nobel Prize. Their findings were considered a medical miracle that revolutionized how doctors treated painful stomach ulcers. Prior to Marshal and Warren’s discovery, the medical community believed that stomach ulcers were incurable. Doctors focused only on reducing the pain that the ulcers triggered.
In the late 1700’s, Dr. Franz Anton Mesmer became famous throughout France for his attempts to heal the human body though the use of magnets. Mesmer proclaimed that the human body contained magnetic force fields and if these force fields were not in harmony, illness would result. To cure these ailments, Mesmer devised a magnet therapy that he claimed would realign the magnetic forces in the body. At first …
According to the U.S. Bureau of Labor Statistics sales is the second largest occupation in the United States.[1] This equates to 1 out of every 9 people being employed in the profession of sales. However, there is also compelling evidence that those who have non-sales jobs are also engaging in selling behaviors that shape their level of professional success. In short, there has been a radical shift in the marketplace …
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 …
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.