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Our popular sales blog is where top sales people and leaders go when they want fresh insights that are based on science and will help them improve their sales.

The Science of Buying Decisions

In the past, many believed that when people made buying decisions they did so in a rational, logical manner. Today, behavioral science has proven this notion incorrect. There have been thousands of scientific studies which have revealed that when people make decisions they do not engage in a rational, cost-benefit analysis, but instead rely upon a set of fixed psychological principles.

This is extremely important for sales people to grasp because when sales people align their selling behaviors with these psychological principles they are literally selling the way that science has proven human beings are wired to buy.

The following are 2 examples of the scientific principles that govern human behavior.

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Why Extroverts Make Poor Sales People

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 remain in the background?” Every sales person who has ever been asked such a question knows that the desired answer is the one that demonstrates that he or she is the life of the party. There is just one problem with the longstanding belief that top sales people are extroverts. It has been proven wrong by modern science.

The Extrovert Myth

There is an abundance of scientific research that has shattered the myth that elite sales people are extroverts. One such example was a meta-analysis published in the International Journal of Selection and Assessment that examined the findings of 35 different research studies. The conclusion of this comprehensive study was that there is no causal relationship between extroversion and heightened levels of sales performance.

Read More Why Extroverts Make Poor Sales People »

The Science of Having More Confidence

Over the last few decades there have been many research studies that have delved into the science of confidence.  The findings of this research convey clear, science-based strategies that will guide anyone in becoming more confident.  This is no small matter because the research also confirms that having confidence in oneself enhances how others perceive you. 

For instance, a study conducted at Carnegie Mellon University’s Center for Behavioral Decision Research found that displaying confidence was more influential in establishing trust than past performance.[1]   As David DeSteno aptly wrote in his article in the Harvard Business Review, “Confidence is so alluring that we’re often willing to trust anyone who expresses it, especially when money or other resources are at stake.”[2]

Additional research has also concluded that having confidence in oneself improves performance.  For instance, the research findings of behavioral scientists Albert Bandura and Robert Wood revealed that self-confidence enriched problem solving, adaptability and overall effectiveness.[3]

Read More The Science of Having More Confidence »

The Future of Selling
Future of Selling

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 it.  Technology has allowed prospects to quickly find potential providers who offer products or services that may meet their needs.  This has created a hyper-competitive selling environment, where sales people must battle competitors for every sale.  To further complicate the situation, surveys indicate that prospects are often completing roughly 60% of their buying process before beginning a dialogue with a sales person. Read More The Future of Selling »

Using Product Knowledge Effectively
Product Knowledge

Product knowledge is one of the most misunderstood topics in selling.  Business leaders often barrage their sales teams with information about their products in the hope that it will increase sales.  It never does.  Many have asked, “how much product knowledge does a sales person need to be successful?”  Those who pose the question are looking for an answer that reads like a checklist.  Sales people need to know this, this, this, this but not that. 

However, there is a problem with knowing a lot about a product.  It does not translate into sales.  Allow me to explain.  I have rarely been in a company where those who create the product, who know it inside and out, can convince anyone to buy it.  Why? Read More Using Product Knowledge Effectively »

Don’t Try Harder, Get Better
Promotion in career

Surveys have consistently found that approximately 42% of all sales people fail to meet their quota.  Many of these sales people work hard and desperately want to be successful, yet they still struggle.  They often thrown their hands up in frustration and proclaim, “I am doing my best.” 

This declaration reveals the answer to their situation.  Stop doing your best.  Instead, get better.  Everyone has experienced times when their best was not good enough.  In those situations each of us has two options:  accept failure or get better.  Read More Don’t Try Harder, Get Better »