Once upon a time, there was a master plumber named Joe. His skill was unmatched, his reputation well-deserved. He was known far and wide, not just as a plumber, but a maestro of pipes and leaks. The secret to his success was a quiver full of arrows, each a different kind of competence. There were …
Listen up, ya hear? Because we’re about to dive into the gutters with sales practices — the tricks that the scum of the sales world use to make dirty money. And let’s be crystal clear from the start: this ain’t a handbook for hustlers, but a warning for the shit you should never pull. Lies, …
Have you ever spoken this question out loud? Or even internally asked it of yourself? If not, consider it a missed opportunity. I guarantee you: this question will transform your business. Here’s why: You get more of what you reinforce In any complex, adaptive system — to include organizations like your business — you always get …
Yeah but… MY customers are different. This is the most common phrase in a business owners toolbox when looking to explain why the sale wasn’t made. Having had the opportunity to sell across the world, I can say definitively that while cultures and economies differ, human psychology does not. When we take a closer look …
Do buyers have buying motivation when looking for a new HVAC system? The answer is yes. More than anything else, buying motives are based on a person’s perceived desires and emotional motives. When making any purchase, people are driven by what they believe they want (often superficially) and how that purchase makes them feel (often …
Did you know that a clear grasp of the Collective Unconscious theory may be your ticket to sales success? Let me explain. For many years, people have come to terms that business is entirely logical, commercial, and empirical. After all, it’s easy for humans to embrace tangible concepts rather than abstract ideas. However, this propensity …
In today’s business world, understanding the psychology of branding is more important than ever. You want to know how to create a brand that resonates with your target audience deeply and subconsciously. Thankfully, you can do that with Jungian archetypes. All archetypes are universal symbols that reside within the collective unconscious of humanity. Carl Jung …
If we unmask, rip apart, and dissect how the sales process works, it’s actually pretty simple: You make the sale when your beliefs align with your buyers’ beliefs. It sounds easy, but in reality, there are so many psychological layers involved that complicate things. Here’s how. As a seller, you’ll encounter various types of buyers …
“The grass is always greener over the septic tank.” – Erma Bombeck It’s easy for entrepreneurs to covet their competitors’ blessings and decide that mimicking their products and services will grant them a similar fortune. This is like stepping into the ring with Mike Tyson and trying to bite his ear off. You’re going to …
When it comes to your Selling System, it needs to be effective. Just as important is the buying experience. After all, that’s what appeals to your potential customers’ senses. If you’re a residential home services company, your potential customers want to know that they’re buying from a company with a good reputation at a fair …
