Understand Your Client’s Beliefs to Learn How to Sell More

Wednesday, December 3rd, 2008

I was listening to an audio version of Dave Lakhani’s book Persuasion today and he made a point which really made me sit up and think.
His point was that when persuading - or in our case when selling - it’s critical to understand the underlying beliefs of the person you are trying to persuade.
People tend [...]

On Passion

Thursday, June 5th, 2008

The importance of passion for salespeople seems to have sparked the imagination of many sales bloggers recently - myself included. Reading the posts reminded me of my all time favourite Winston Churchill quote:
Before you can inspire with emotion, you must be swamped with it yourself. Before you can move their tears, your own must flow. [...]