What Makes Upselling Succeed – or Fail

An international research team discovered that upselling success rates were driven by two key factors: the complexity of the sale, and the way the upsell was framed. Learn how these findings can shape your upselling strategy.

How to Help Prospects Get Internal Buy-in from the C-Suite

Research published in the Harvard Business Review explains why prospects who say they would purchase your product aren't always willing to advocate your proposal within their organizations. Learn how to help them overcome their deal-crushing risk aversion.

Winning Complex Sales: Finding Your Champion

To win complex sales you often need an “champion” who will advocate for you. However, research published in the Harvard Business Review suggests that salespeople too often align themselves with the wrong champion. Learn the different stakeholder profiles to watch for - and how to align yourself with the right one.

When Your Buyer Can’t Decide: How to Break a Tie

Research published in the Harvard Business Review examines how buyers use “justifiers” to help them decide when there's no clear first choice between you and a competitor. Learn why the psychological concept of “anticipatory regret” drives the final decision.

Why Long Selling Cycles Are Killing Your Sales

What's really happening when sales get stuck. Research shows that in eight out of 10 cases, when buyers sit down to make a decision, one or more critical pieces of information is missing. Learn a proactive process to avoid this pitfall, shorten your sales cycle and close more deals.

Closing: How “Tag Questions” Can Help You Seal the Deal

Researchers from Purdue and the University of Idaho a certain type of question can help you win agreement - but only if you're seen as a credible source. Learn the details of how you can use “tag questions” to increase the odds that people will agree with you.

Closing the Sale: When the Buyer Wants to Sleep On It

What are buyers actually thinking when they say, “I'll get back to you. I need to sleep on it.” Research from Cornell and Tilburg University answers that question and explains why you shouldn't call attention to your product when the buyer is mulling it over.

MESOs: Offer Buyers Choices, Not Concessions

Research on sales negotiations from the Kellogg School of Management experimented with a way to offer choice without trading away value – a strategy called Multiple Equivalent Simultaneous Offers (MESOs). The findings show this technique will help you close more, and significantly bigger deals.

Getting Buy-in: How Buyers Take Ownership of Your Sales Proposals

When prospects take “psychological ownership” of the solutions you recommend, they're far more likely to buy. Psychologists call this phenomenon the “endowment effect”. Find out how researchers from Princeton and other top universities connect this to giving your buyers a sense of power and control.

Closing: Set Your Buyers Free

There's a certain phrase sales professionals can use that might double their odds of getting a yes. This psychological principle supported by numerous studies and a meta-anlaysis by a researcher from Western Illinois University is as simple as telling buyers that are “free to say no.”

How to Get Buyers to Follow Through and Do What They Say

What can you do to increase the odds that buyers will follow through on what they say? Research says the key is to ask them to make a promise. Find out the psychology of why this is so effective how to use this concept to protect your time.

Selling to Buyers Who Hate to Spend Money

Research shows that one of three people experience anxiety when they spend money. That might explain why some sales seem to get stuck for no reason. But a major study on buying behavior from the University of Michigan and Carnegie Mellon identified two simple strategies that can help you get those buyers to say yes.

The Post Close: How to Lock in a Sale and Avoid Last-Minute Surprises

Don’t sell past the close. You’ve heard that a million times. Once the customer says yes, just say, “Thank you very much and let’s get started.” The problem is, some customers still have unfinished business. And if you ignore it, you could find that sale slipping away. In this Quick Take, you will learn how to use the Post Close: a simple yet powerful technique that can help you test your new buyer’s commitment and protect your sales against last-minute surprises.

Unconsidered Needs: How Changing the Conversation Wins Sales

Research from Stanford University reveals the best way to present your customer with “unconsidered needs.” When you’re facing a buyer who thinks they know what they want, this powerful technique can position you as a safer and better choice.

Closing Time: When’s it Best to Ask for the Sale?

Scholars from Columbia University and Israel’s Ben Gurion University discovered that people are less likely to make decisions that upset the status quo late in the day. Find out how this phenomenon known as “ego depletion” can help you close more deals.

Negotiations: Should You Justify Your Price?

Obviously, when you state your price it can’t possible hurt to explain the “why” behind the prices you’re charging, right? Not so fast. A study showed that justifying your price isn’t always the best approach.

Upselling Without Fear: Get More From Almost Every Sale

Many sales professionals fear upselling because they believe it will make them look greedy and might cost them the sale. Fact is, this fear is legitimate – if you don’t handle upselling properly. But top sellers know that upselling is a powerful tool to increase sales volume and add value to the customer. In this presentation you’ll learn: The two most common upselling mistakes, the ideal moment to ask for more and the #1 insight star salespeople “get” about upselling.


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