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How prospects really want you to follow-up

This post  originally appeared  on  Jill Konrath’s  website and is republished here with permission.  I was sipping a large frosty glass of beer in the hotel lobby, getting ready to head home after speaking about business growth for a group of entrepreneurs. That's when Chris approached me. "Can I ask you a question," he said

5 surprising statistics about top sellers

This post  originally appeared  on  Jill Konrath’s  website and is republished here with permission.  Several weeks ago I keynoted an actuarial conference at one of the Big 4 accounting firms. These really smart people spend their days analyzing data and calculating risk. Just the thought of “selling” makes most actuaries cringe. They view people who

How to kick yourself out of your comfort zone

This post  originally appeared  on  Jill Konrath’s  website and is republished here with permission.  Recently I did a webinar for sales leaders on "how to kick your reps out of their comfort zone." Sounds brutal, I know. But it wasn't.   You see, for the past few years I've been studying how the brain works

Close more deals by doing this...

This post  originally appeared  on  Jill Konrath’s  website and is republished here with permission.  Sometimes it’s hard to look at yourself in the mirror. You might not like what you see. But usually we don’t do that when it comes to our skills and abilities. Instead, as psychology research points out, we all have a

How badly is the “loss aversion syndrome” hurting your sales success?

This post  originally appeared  on  Jill Konrath’s  website and is republished here with permission. [embed]https://www.youtube.com/watch?v=_RgxQ_13Kl4[/embed] Let me ask you a question: What impacts people more – the threat of loss or, the possibility of gain? Recently I read a fascinating story, about a professor, that sheds some light on this. The experiment It all starts