“Buyers know more nowadays” – that’s a quote not only from today, but also from Thomas Herbert Russell’s 1912 book, Salesmanship. Why has sales flourished, with 110+ years of worry about the proliferation damaging the profession?
Because more info hasn’t made it easier on buyers…it’s made it harder. It says everything about the future of the profession…
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Logic is polarizing to the human brain - it actually makes decisions harder. So, that logo slide you love to present because you're so proud of your customer list? It may be separating your advocates from your dictractors during a sales cycle.
Unfortunately we have a long way to go before we have to worry about that. Just from today's mail and today's web ads, we're far away from transparency - still building foundations on mistrust and trickery, which doesn't serve us well. #transparencysale
As it turns out, we as human beings make all of our decisions in the feeling / emotion center of our brain, and ONLY use logic to justify a feeling based decision. That has huge implications for how you position your products or services.
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