Daniel Kahneman may be the most revered and well-known behavioral scientist on the planet, and for good reason. In 2002 he won the Nobel Prize in Economic Sciences for identifying how the way a choice is framed shapes how it will be perceived and whether it will be acted on. For instance, in one of Kahneman’s legendary research studies people were given the following scenario:
This guest post is by renowned speech coach and sales trainer Patrica Fripp. Join Patricia and David Hoffeld onThursday, November 17, 2016 at 2:00pm PST, when they collaborate to bring you a web event based on David’s new book, The Science of Selling. Register and enjoy a replay even if you can’t attend this complimentary web event. In the meantime, continue reading as Patricia shares the 11 biggest mistakes sales professionals make in their …
In the past, sales leaders attempted to innovate by looking for best practices. That is to say, they look at what top salespeople are doing and implore others to go and do likewise. In other words, we attempt to innovate by replicating what others like us are doing. What have the results been from these attempts to use the mirror as a tool for innovation? Not good. The data reveals …
Should a company ever put a ceiling on sales commissions? No and here’s why.
For years, many in the sales community have operated with the belief that success in selling is dependent on innate communication skills and a gregarious personality. The assumption has been, if you didn’t have “it”, you couldn’t be taught it. However, a tidal wave of scientific research studying what makes people successful has disproven that theory in recent decades. Though some people do have heightened levels of natural ability, to …
People have been writing about leadership—what makes a good leader, what makes a bad one, and how come—since just about as long as there have been leaders (Marcus Aurelius, Sun Tzu, et al.). It’s only relatively recently that the study of leadership has taken a scientific turn. Now, behavioral scientists are discovering some dimensions of leadership that turn conventional wisdom sideways. Here are four of the more surprising habits that, …
Traditional sales wisdom claims that the best sales people are extroverts. They are outgoing, social individuals who are believed to be so naturally gifted that they can “sell ice to Eskimos.” What’s more, often when hiring sales people, managers will use personality tests to identify those who are extroverts. Potential candidates are posed questions like, “When at a party are you more likely to be the center of attention or …
The profession of sales is on the verge of a revolution that will change it forever. Early adopters who have embraced this revolution are experiencing a significant competitive advantage that is causing their sales production and market share to explode. Every sales leader knows that the world of selling has changed and the profession of sales must also adapt. The current marketplace is more challenging than any that preceded …