From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, salespeople are brainwashed into believing that “all business is good business.” And of course, we do not challenge this fallacy, simply because we don’t know any better – we are on […]
What Gets Buyers To Say “Yes, I’ll Buy”
When we agree to an idea or proposal, it’s because there’s something in it for us. It’s hard to influence people who can’t see what’s in it for them. Sounds one-sided, but it is true. Call it self-interest, selfishness or whatever. It is only human nature to ask, ‘What am I getting from this?’ People […]