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Nine Words Nearly Double Results

A few years after college, I took a position as a sales engineer. After one customer visit with no result, my boss queried, “Did you ask for the order?” In fact, just about every sales coaching book reminds new salespeople [...]

By |December 19th, 2011|

Lunch: Your Secret Weapon

Top salespeople have often used lunch as a way to help bond with a customer and close a deal. Getting the customer out of the office allows for relaxed conversation and freedom from ringing phones and similar interruptions. Going beyond [...]

By |October 25th, 2011|

Sales Secret: The Best Time to Close

Want to close a sale? When choosing a time to meet with your customer, don't just take the first appointment time offered to you. A recent study looked at decisions by judges, and revealed startling differences in outcomes at different [...]

By |August 31st, 2011|

Selling to the Sleepy

Late-night infomercials and commercials often promote subjects like buying real-estate with no money down and other get-rich quick schemes. While these promotions are broadcast in the wee hours because air time is cheaper and more readily available, it turns out [...]

By |March 16th, 2011|

Time to Get Touchy?

If you are in sales, do you touch your customers? In these litigious days, perhaps not. But there’s research that shows a woman’s light touch on a subject’s shoulder caused a change in risk-taking behavior. (Sorry, guys, it only worked [...]

By |August 3rd, 2010|

Stories Synchronize Brains

An ongoing story (so to speak) here at Neuromarketing is the power of stories to engage readers and listeners. Now, there's new brain scan evidence that shows a startling phenomenon: when one person tells a story and the other actively [...]

By |July 29th, 2010|