Business Issues

The 6 Major Buying Influencers

by | Feb 20, 2013

In his book, Influence: The Psychology of Persuasion, Dr. Robert B. Cialdini discusses key principles for getting others agree with you and convincing them to buy from you. According to Dr. Cialdini, a buyer evaluates six major factors before making a purchase. He...

The Pre-Call Research Checklist

by | Nov 13, 2012

Regardless of what you sell, the quality of the information you know about your prospects affects how effectively you close them. A defined sales strategy and a solid pre-call research process will make the difference being winning and losing a sale. According to...