Sales is a science, not an art

A lot of people may and probably will disagree with me, which is fine, I think it's a healthy debate. It used to be, and in some circles still is, that the sales reps are known for having "the gift for gab", being a "conversational Cyrano de Bergerac", or a "connoisseur of conversation", whatever. But ultimately that "art" is 100% rooted in science. That science is called psychology or psychiatry. How people make decisions is not an art, it's a psychology that has been talked about for decades. Understanding the science of human behavior and decision making is what's behind this artificial art form people call sales. Whether we are inside sales reps, field reps [...]

Sales is a science, not an art2020-09-07T14:00:45+00:00

How Confirming The Physical Commitment Helps You Close Deals

Movies are often wildly unrealistic, but there is one cinematic gaff that sticks in my craw more than all the others combined. Two people meet cute, perhaps at a bar, or an ice rink, or whatever the kids are doing these days. And they talk. They flirt. They laugh. And then one of them asks the other out. […]

How Confirming The Physical Commitment Helps You Close Deals2020-09-07T13:49:58+00:00