Monthly Archives - November 2017

How to Increase Your Sales Influence

It was a research experiment that many would have gladly volunteered for. Three behavioral scientists approached patrons at a local bar and asked them to evaluate two different beers. The first option was simply a regular beer, while the second option was regular beer with a few drops of balsamic vinegar. Prior to tasting, some of the participants were told the ingredients, while others were not told until after tasting. The results were that the majority of those who [...]

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What is Your Prospect Thinking?

“Try not to think of a white bear.” This was the peculiar instruction given to participants in a research experiment led by behavioral scientist Daniel Wegner. Each participant was directed to sit quietly for five minutes and attempt to think about anything other than a white bear. The findings of this experiment, which were published in the Journal of Personality and Social Psychology, disclosed that in spite of their most valiant attempts to resist, the thoughts of the participants [...]

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What is Your Sales Bottleneck?

Craig was an experienced sales person who was going through the worst selling slump of his career. His sales production had plummeted by over 50% and no one knew why. Craig had even met with his sales manager numerous times and had reviewed with him his entire sales presentation, but still nothing seemed to help. With each day that passed Craig was becoming more frustrated as his performance continued to decline. Craig had begun to believe that his situation [...]

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Why Less Will Help You Sell More

Would more product options help or hinder prospects in making a buying decision? This was the question that two behavioral scientists, Sheena Iyengar from Columbia University and Mark Lepper from Stanford University sought to answer. Iyengar and Lepper conducted numerous scientific experiments regarding howthe quantity of information influences the decision to purchase. One of their most well-known experiments occurred at an upscale grocery store in Melo Park, California.  For numerous weeks the researchers set up a tasting booth that allowed consumers to samplean assortment of jams. The first week, 24 different [...]

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5 Tips From Behavioral Economics That Can Help Startups Succeed

Anyone who’s been involved in a startup knowsthat there’s little room for error. One wrong move could be the difference between success and failure. So how can you increase the likelihood that your new business will not just survive, but thrive? This is where the science of behavioral economics – the merging of economic theory and social science – can help. It provides those operating startups, or any business for that matter, with the insights they need to make better decisions, which will improve their company’s position in [...]

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What Causes Low Sales?

In the profession of sales we have an alarming problem: many of the most commonly used and taught sales behaviors have been scientifically shown to drive down performance? For example, astudy published in the Harvard Business Review, analyzed the sales calls of 800 sales people. The results were that only 37% of the sales people exhibited behaviors that increased the likelihood of the sale. The remaining 63% behaved in ways that actually obstructed the sale from occurring. The sales people featured in the study are not alone. Frequently, when [...]

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