A legacy research study reveals the real reason buyers react so badly when they feel pressured – they feel they’re losing control. Learn how you can avoid triggering “reactance” and increase the chances you’ll get what you need from buyers.
A leading sales software company conducted a study of 3.5 million sales leads from 400+ companies to find out if texting helps or hurts sales. They found that conversion rates were 40% higher than average when texting was used. But be careful, the opposite can happen if those texts are sent at the wrong time.
Experiments conducted at Ohio State University looked at how stories can connect with people and change their beliefs. The research reveals powerful insights sales professionals can use to craft compelling stories that win buyer trust.
An analysis of 500,000+ discovery conversations found that top executives tolerate only half as many questions as lower-level buyers. Learn what else you must do to sell successfully to the C-suite.
Researchers at Harvard Business School conducted experiments to see how people would respond when given pieces of good news or bad news. Learn how salespeople can use these findings when communicating with their customers and prospects.
Mirroring a buyers behavior is an age-old sales technique. Act as they act and you're more likely to connect. But a studied from Babson College suggests the psychology at work goes a little deeper. Learn what you really need to do to make mirroring work.
Renowned sales researcher Neil Rackham found that buyers don't judge value by how many benefits you pile on, but by how well they fit. Find out why so many sellers get this wrong and what you can do to be sure your efforts to add value don't backfire.
Studies on persuasion and behavior from Indiana, Northwestern and Ohio Universities suggest two powerful ways to harness buyers’ own motivations and get them more committed to buying your solution. Find out how this “repeat and defend” strategy can make your sales conversations more effective.
Anchoring price is not a new concept for salespeople. But research from the University of Idaho suggests that leading with a ridiculously high number may help you increase your ultimate closing price.
Research from the University College of London reveals that avoidance of loss triggers far stronger emotions than opportunity for gain. Learn how to use this insight to get hesitant buyers to feel urgency and take action.
The average salesperson talks over 81 percent of the time in a selling situation. A Harvard study shows it’s because talking about yourself (or your product) is as addictive as gambling and drugs. A sister study shows the shocking truth about how much income people are willing to give up because they can’t stop talking about themselves.
Numerous scientific studies have found that in the early stages of a relationship, the decision to trust someone comes down to two questions. Results also suggest that people make up their minds about these two factors within minutes. Learn how to apply these insights to build trust and win more sales.
Research from UCLA and Georgetown University shows how “benefits overload” can drive a wedge between you and your prospect. Learn how to keep your communication positive and persuasive; and why presenting more than three features or benefits at a time can undermine your sales message.
A research project analyzed millions of recorded sales conversations using interactive voice recognition. The results identified three factors that drove conversion rates up by 275%. Learn the details of these finds and what language needs to be a part of every call.
An international research team came to the surprising conclusion that disclosing risk can actually help you sell more. Learn why timing is key and how it can turn fear into trust.
A group of professors writing in the Harvard Business Review reveal a counter-intuitive approach for adding value to your proposals. Learn how this concept can make your message more compelling and increase your chances of winning the sale.
What’s the best way to counter a person who has deeply held, but incorrect belief? A Dartmouth University study answers that question. It gives insight into how the brain processes information any explains a simple but powerful technique salespeople can use to win agreement.
You can offer the highest value, the lowest price, the best service. None of it matters unless you first win your customer’s trust. But trust takes time – time you don’t always have … and that’s what leads many sales people into the “Yes Trap” – and it crushes their credibility. In this Quick Take, you’ll learn what the “Yes Trap” is, why it snares so many salespeople, and a counterintuitive technique to avoid it and instantly build trust and credibility.
Researchers from the University of British Columbia uncovered what buyers are really looking for when making a high-stakes purchase. Learn their surprising findings and what you can do to increase your chances of winning these sales.
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