One of your more complex tasks is to create a message that is so simple it cannot fail to be understood. To pare your message back to its very essence, without losing meaning can be a detailed and time-consuming process. It is however, a very necessary process if you wish to increase your sales. Probably […]Read more
The top 3 ways to prove your credibility
No-one will buy from you unless you prove your credibility. Where once your qualifications may have been at the top of a clients list of expectations, they are now far from being number one. In this highly competitive world that we live in, experience, honesty, and congruency are key. If you present these in an […]Read more
Your three brains – which one makes decisions?
In order to understand how best to sell to your clients, you need to understand a little bit about the physiology of the human brain. All three of them. In the 1960’s Paul D MacLean proposed that the human brain is actually three brains in one: The neocortex – This part of our brain is […]Read more
How contrast equals faster sales decisions
When selling to the Instinctual Brain, create contrast. Less choice = faster sales decisions. We develop product offerings; service levels and pricing options in order to give our clients’ choice. But is this really helping anyone? Consider this: You walk into the laundry and your washing machine has thrown in the towel. Problem: You have […]Read more