Decision Fatigue: Understanding and Overcoming Its Impact on Buyer Behavior
Decision Fatigue: Understanding and Overcoming Its Impact on Buyer Behavior In the fast-paced and demanding world of B2B sales, understanding buyer behavior is crucial for closing deals and fostering long-term relationships. One often overlooked factor that significantly impacts buyer behavior is decision fatigue. This phenomenon, deeply rooted in behavioral psychology and neuroscience, can hinder a […]
Emotional Contagion
Harnessing Emotional Contagion in Sales: Insights from Behavioral Psychology and Neuroscience In the world of B2B sales, effective communication is the cornerstone of success. Yet, one often overlooked aspect is the phenomenon of emotional contagion – the process by which one person’s emotions and related behaviors directly trigger similar emotions and behaviors in others. Rooted […]
Building a Coaching Culture: Leveraging Neuroplasticity for Continuous Improvement
Building a Coaching Culture: Leveraging Neuroplasticity for Continuous Improvement In today’s fast-paced business environment, creating a culture that promotes continuous improvement and adaptability is essential for sustained success. One of the most effective ways to achieve this is by building a coaching culture within your organization. By leveraging the principles of neuroplasticity, businesses can foster […]
The Top 3 Barriers to Small Business Growth
8 Minute Read When you consider the true barriers to growth for your company, what are the primary topics that typically come to mind? Is it a lack of sales or sales growth? Not enough funding? Employee retention issues? True knowledge of the customer? The list may go on and on but having worked with […]
The Influence of Relaxation
The business of relaxation has been around for a long, long time, but over the last several years there’s been a massive shift in the landscape. Commercials on TV promoting apps that help reduce stress, radio advertisements touting nature sounds to calm drivers heading to and from work, promotions for outdoor travel and vacation get-aways […]
Why Your Values Can Help Prevent Burnout
When you consider the idea of “resetting” or “a reset”, what does that mean to you? A few weeks from now, I have an opportunity to spend a long weekend at a Men’s retreat. I have gone to one of these in the past and enjoyed it so much that I’m heading back, but this […]
The Types of Questions Your Customers Are Tired Of Hearing
Not long ago we were having a training session with one of our clients as we worked through a small portion of our NeuroQuestioning Program. It’s a program designed to help sales professionals and customer service individuals learn and understand how the brain reacts to specific questions when asked. One exercise we have everyone work […]
The Question To Finish All Conversations
Sometimes, one question can change the entire dynamic of a conversation by eliciting information that otherwise would have been left unsaid or missed. If you have ever heard the statement, “Finish Strong” then this particular article will apply well to you. In my years of teaching questions inside both Customer Support and Sales Teams, so […]
The One Question to Ask When Your Prospect Says “No”
Have you ever had a prospect say “no” before you even explain who you are and what you do? Saying no, especially if they did not initiate the conversation, is human nature. Most of the time they don’t even know what they are saying no to. Typically, an instant “no” happens because you are […]
Why Companies are Failing to Duplicate Great Sales Professionals
Last month, Indeed put out a list of the main characteristics that make up a great salesperson. They make the statement that, “It’s said that it takes a unique type of personality to succeed in sales, possessing most of if not all the following characteristics.” The list they compiled was composed of the […]