What does the DNA of a good question look like? Here are some helpful tips & advice about what comprises good client-facing questions: Tip #1: Prompt a… Read more “The DNA of a Good Question | The Edge”
Tag: consultative sales
The Psychology of Sales – False Consensus Effect | The Edge
Many people quite naturally believe they are good ‘intuitive psychologists’, thinking it is relatively easy to predict other people’s attitudes and behaviours. We each have information built… Read more “The Psychology of Sales – False Consensus Effect | The Edge”
The Psychology of Sales – The Halo Effect | The Edge
The ‘halo effect’ is a classic finding in social psychology. It is the idea that global evaluations about a person (he or she is likeable) bleed over… Read more “The Psychology of Sales – The Halo Effect | The Edge”
Avoid Dead-End Deals | Inc.com | The Edge
According to Mark Sellers, author of the bestselling book The Funnel Principle, no client is serious about fixing a problem until they’ve committed money to fix it. He… Read more “Avoid Dead-End Deals | Inc.com | The Edge”
Consciousness In Business 