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- Build Rapport at First Contact
- The ability to build rapport quickly makes it easier to close business. The sooner you get in rapport with the prospect, the sooner you can move the sale forward. Here's a way to enhance rapport within 30 seconds of meeting a prospect, even if it's only on...
- Blog posts 2007-09-17
Additional Resources
- Why We're All to Blame for the Bubble
- Â Let the witch-hunt begin! The meltdown of the markets and financial systems in the last few weeks has led to the inevitable soul-searching. Last Sunday's papers were full of articles looking for the villains in this crisis -- Alan Greenspan and Gordon Brown were at the...
- Blog posts 2008-10-16
- The Attitude that Builds Rapport
- In my previous post, I talked about the importance of curiosity when it comes to rapport building. If you're curious about the prospect, the prospect will be naturally drawn to like you. It's human nature. Dr. Robert Cialdini in his books Influence: the...
- Blog posts 2007-09-14
- How to Manage Your Boss
- It's nice to imagine that the success of your career rests upon your basic competence at doing your job, but that's only half the picture. Make "Keeping the Boss in the Loop" a Regular Activity Goal: Reassure your boss that you know...
- Articles 2007-03-07
- BNET1 Hat Tip: Q&A with the Authors of Yes!
- Judging by the response to our two posts on Yes! 50 Scientifically Proven Ways to Be Persuasive, there' s a lot of interest out there in learning more about scientifically proven methods to get others to do what you want. So for those readers looking for more on the topic,...
- Blog posts 2008-08-08
- Sales Trainers I've Known & Loved
- I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio. He originally emailed the accusation to me, evidently under the misapprehension...
- Blog posts 2008-12-15
- The Debt You Don't Mind Paying
- I played my first ever gig on Friday night. A lifetime's ambition was fulfilled when I slung on my guitar and played a six-song set with a group of relative strangers. Colin, the owner of Guitar Base, a Nottingham guitar shop, had brought...
- Blog posts 2009-04-09
- How to Do An "Emergency" Close
- Scenario: It's the end of quarter. You're short on quota. You need to close some business... fast. You've got a customer who plans to buy but is taking his own sweet time. You've got a meeting with that customer scheduled today. You need to speed the process up to...
- Blog posts 2009-06-04
- How To Know When to Close.
- In past posts, I've ragged on trick closes, and gotten serious guff from hucksters who depend on them. I'm still convinced that manipulative closing is a recipe for miserable customers and that instead it's smarter to set up the conditions for a natural, painless close. Here's how.Dr. Robert...
- Blog posts 2007-06-06
- 10 Underrated Business Books
- They are hardly traditional, but by challenging conventional wisdom, these books explain the big ideas that are essential to business success. Economics ...
- Articles 2007-08-24
- Are You Truly Ready to Sell?
- Selling is all about preparation. However, you can know your customer's business and your own business up, down and sideways, but if you don't know the points of leverage -- the places where you can influence the customer to buy -- you're not really ready sell. ...
- Blog posts 2008-04-08
- Lessons in Effective Persuasion and "Social Proof"
- The Find: It's not news that popularity breeds popularity and people follow the herd, but social psychology research points out that this principle, known as "social proof," can radically improve results and is often underutilized. The Source: An experiment on hotel guests towel recycling habits related in...
- Blog posts 2008-06-18
- The anatomy of persuasion
- Effective communicators use six principles to get what they want and to influence and shape the behaviour of others, according to Robert B. Cialdini, author of "Influence: Science and Practice." Each of these principles is governed by a psychological principle that directs human behaviour and gives the users their power....
- Research articles 1997-12-01
- Sales Tool: Are You Ready to Close?
- Here's a quick way to assess whether you're ready to close.  Before asking for the business, ask yourself the following six questions YES or NO. Have you already helped the customer in some way? Does the customer think your offering...
- Blog posts 2009-09-30
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