Category Archives: Sales Training

My First Day In Sales

My first job in sales was almost an accident.  I had just completed my master’s degree and was in desperate need of a job.  I looked in the paper under sales, because I naively thought that “I would be good at sales.”  I saw an ad that read, “no experience necessary, make six figures.”  I thought to myself, “I have no experience and I would love to make six figures, sounds like the job for me.”  I called and set up an interview and the next day met with one of the company’s sales managers, who asked me a few basic questions such as, “Do you have reliable transportation?”  “Yes,” I answered.  Then he asked me a tougher question, “Do you like people?” “Ah……………………. yes” I responded. Read More My First Day In Sales »

Why I Wrote THE SCIENCE OF SELLING

The Science of Selling is a different kind of sales book.  What makes it different?  It’s not based on my career in sales or best practices that I made up by evaluating a certain group of salespeople.  Instead, it’s based on what selling should always be focused on – buyers.  Well, more specifically what thousands of scientific studies have proven regarding how potential customers’ brains make buying decisions. Read More Why I Wrote THE SCIENCE OF SELLING »

What is Science-Based Selling?

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 that heightened levels of sales performance are a result of how closely aligned sales behaviors are with how the brain naturally creates a buying decision.  In other words, the more your way of selling mirrors how your buyers’ brains are influenced and naturally form buying decisions, the more successful you will be.  Read More What is Science-Based Selling? »

3 Ways Sales Teams Can Use Behavioral Science

Education, marketing and economics are just a few of the growing number of disciplines that have realized that the insights derived from behavioral science are just too significant to ignore. Even the United States Government has recently stated that it will begin using behavioral science to design policies to better serve its citizens.

Behavioral science research analyzes human behavior and then creates evidence-based strategies that can explain and even predict how people will behave in certain situations.

Read More 3 Ways Sales Teams Can Use Behavioral Science »

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.

Read More The Science of Buying Decisions »