Sales Skills Blogs

How to Make a Moral Argument – Hint: Don’t Argue

An article published last month in the Personality and Social Psychology Bulletin described a series of experiments to determine how people incorporate moral arguments into political discussions and how effective these arguments are. The experimenters relied on...

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When Sheldon Cooper Makes the Sale

An episode of The Big Bang Theory television show that first aired in 2008 has Penny and Sheldon in an electronics store looking for a gift for Leonard. A customer who happens to be near them overhears their conversation and realizes that Sheldon could help her figure...

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Persuasive Communication: The Importance of Eye Contact

Today's post is about a conundrum in persuasive dialogue. A recent study reported in Psychological Science suggests that eye contact may not be as important as we have always thought in persuasion attempts. The article, “In The Eye of the Beholder: Eye Contact...

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Effective Communication: Disprefered Markers

Effective communication doesn't have to be a technical process, but let me give you some background to explain a new communication tip. In linguistics, discourse markers are words or phrases with little meaning that are used to suggest relationships: between the...

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The Difference Between Business and Industry

Many sales professionals know their own business and that of their customers really well. Sometimes, though, they don't know what's happening in the industry. What's the difference? The customer's business refers specifically to their own operation: Organization chart...

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Resonating Focus

An article in Harvard Business Review shows there are 3 ways to create a value proposition for your customers. The best approach is called Resonating Focus, although each has its charms and drawbacks: Benefit Assertion. This is a laundry list of all the features and...

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How to Avoid Common Communication Barriers

Do you want to be a truly effective communicator? Something that may be holding you back is exhibiting common communication “barriers.” Whether it is an individual or a large audience, these issues can actually cause static with whomever you are trying to communicate...

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