Researchers from Carnegie-Mellon University conducted studies to measure the impact confidence has on perceptions of expertise and credibility. Find out just how powerful confidence is, and what every salesperson can do to build it with buyers.
Cornell University researchers and experts on the psychology of influence examined the impact of up-selling versus down-selling. Learn what they uncovered – and how to apply their findings to win trust and increase customer value.
Harvard University researchers found that asking a lot of the right kind of questions has a surprising benefit. But they also found that asking the wrong type of question can destroy rapport and undermine your sale.
A study from Missouri State University looked at the relationship between trust and expectations. It found that most salespeople work hard on meeting expectations about the sale, but fail to meet expectations about the sales relationship. Learn what it takes to avoid this critical mistake.
Is it a good idea to give a gift to a customer? Researchers studied the psychological principle of “reciprocity” and found that what you give, and to whom you give it, dictates success or failure.
A landmark study by the Sales Executive Council found that “Challenger” salespeople win 14% more sales than average. Learn how providing “critical insights” really works and a 3-step model you can use to close more deals.
Behavioral researchers at MIT, Cornell and Northwestern Universities studied the body language cues people doing business together for the first time use to determine trustworthiness. Some of the findings make perfect intuitive sense. Others will surprise you.
Psychologists who founded the “social penetration” theory of interpersonal communication discovered that effective conversations, whether face-to-face or by phone, follow a pattern. If you understand that pattern, you can structure “deep conversations” that can help make you a trusted advisor rather than a mere salesperson.
Ever wonder why buyers often don’t give you the time you need with them to complete a sale? Could it be because they perceive that you’re trying to close the deal with minimal effort on your part? A study on the concept of “reciprocity” shows that’s exactly what often happens. Learn the power of showing the buyer your “time spent” on a given sale.
A study from the University of Chicago and UC-San Diego School of Management shows that making lots of small promises that are easy to keep is better than delivering on one big promise. Learn how the concept of the “fairness premium” can improve your customer relationships.
According to psychologists, you can get someone to like you more by asking for a favor. It's called the Ben Franklin effect. Learn why it works and how savvy sellers use it to win more business.
Research shows that when buyers are uncooperative – cancelling meetings, making unreasonable demands, etc. – they’re doing it for a specific reason. Learn the “secret message” behind uncooperative buyer behaviors, how you can help buyers feel empowered without yielding control, and the absolute worst thing you could possibly do with an uncooperative buyer.
Researchers found that salespeople with strong internal “professional” networks are nearly twice as effective as those with weak networks. But more interesting, those who also had strong internal “personal” networks were three times as effective. Learn the details of how to put these findings to work. (https://www.cies.org/grantee/danny-pimentel-claro)
