Sometimes Sitting Still is Right

With the Fifa World Cup a huge success, you might be a tad intrigued by the science of taking penalties. These can win or lose the game, and even the great Ronaldo can miss them too, witness Portugal v Iran. Keepers are more inclined to take some action rather than standing still – diving to the left or right and looking energetic when the ball hits the net “He almost got to the ball” or “that was unstoppable” are the remarks from the supporters. Research from Israeli scientists showed that…

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Reveal the Blemish

Seems an odd title but this is the psychology of buying. Whenever I look for reviews for a product or service, if they’re all 5 out of 5 I become suspicious. Have they been loading five star reviews themselves? Its proven that if you present several positive benefits of your product and then follow up with a small blemish, its makes the benefits more believable. You can use this successfully when selling. Here’s how. Make a list of the drawbacks of your product, there will always be some, no product…

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Definitive guide to closing in the 2010’s

Executive Summary In this 1,700 word article, Paul shows how you must close your sales with the modern consumer who wants to buy, not be sold to. Paul's secret is to close throughout, by getting "ticks" of approval from your customer along your sales process. Objection handling for the 2010's is also explored with the real way to handle this sensitive area. An excellent summary as to how all salespeople should be closing with the modern consumer. Today's customer People often ask me what distinguishes a true salesperson, from someone…

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