When training businesses on sales we often ask clients of that business what makes them 'buy’ or ‘stay’. 9 times out of 10 times the answer is “service”, with the individual managing the business coming a close second. This is slightly frustrating as its got to be probably one of the most overused words in sales. Also it so difficult to pin down what is meant by service and how often its applied to the most basic things any reasonable person selling would give to customers. B

In almost every role and walk of life there’s a need to influence other people. influence is everywhere. But, can influence be taught? In his book, Influence: The Psychology of Persuasion, Dr. Robert Cialdini identifies six universal ways in which we can find it easier to influence others. So what are the six universal ways to influence? 1. Reciprocity. This is based on "matching" what others have done for you. If you are invited to a party you often invite that person to yo

When faced with standing-up in front of a group, we break into a sweat because we fear rejection. Not surprisingly this fear is so great because it’s built in from our distant past – This fear is greater than being embarrassed or judged…It’s a fear of being rejected from our social group. To our primal ancestors this form of getting kicked out of the group was a death sentence - It meant we had to fend for and defend ourselves. And things haven’t really changed much. The deat

Have ever you noticed how much discourse there is today? There seems to be an endless stream of causes or differing views from pro-Trump to anti-Brexit, Atheism to Theism, Vegans to Carnivores, everyone defined by their position and immovable by their belief. But have you ever wondered why it seems people refuse to change their belief, no matter what the historical evidence or scientific studies prove? Well, it turns out "motivated reasoning" is to blame. In the 1950’s Psycho