Sales

7 Process-Focused Characteristics of the Most Successful Salespeople

September 16, 2014 by Cathy Reisenwitz 2 Comments

Lisa Rose at the Brooks Group blog has a good post called 7 Characteristics of the Most Successful Salespeople. It’s a good list, but something struck me about it. The list is basically a set of goals in and of itself, microgoals one can work toward to achieve the eventual goal of more sales. But … [Read more…]

How to Ask for a Favor So That the Person Likes You More Afterward

September 4, 2014 by cathyreisenwitz Leave a Comment

Some true things are counterintuitive. We’re often cautioned to not wear people out by asking for favors. No one wants to inconvenience anyone else. However, asking for something from someone can actually make them like you more. Doing so helps create in people sone of the most pleasurable feelings possible: including competence, status, and goodness. The phenomenon … [Read more…]