The Flinch Reflex While Selling

Flinch – Webster defines a flinch as a quick, nervous movement as an instinctive reaction to fear, pain, or surprise. This reaction can occur in many areas of life, as you see above at the ballpark when a batter accidentally launches a bat into the stands. But as you...

Most Yardage Doesn’t Guarantee Winning

Let’s begin Super Bowl week by looking back to the first Sunday of November 2020, where the Rams gained 471 yards while the Dolphins gained only 145. That differential of 326 yards was the most any team had outgained its opponent all season. But the Rams still lost....

E.T.V. Recommendations and Referrals

I have discussed repeatedly over many years how critical it is to secure and work referrals, especially during your lead-lean season that recently began. Today I want to nudge you to go one step further because in today’s world everybody is dependent on and seemingly...

Anxious About Asking for The Sale?

A large organization called Sales Benchmark Index conducted research to compile answers about why it is difficult for various types of sales reps to ask people to buy what they are selling. By reading this post let’s assume you regularly help homeowners identify...

Discounting Tug of War

I heard about a buyer who was informed that he could have a 17% discount for a $20,000 order, but he couldn’t calculate the discount in his head. He turned to his assistant and asked, “Betty, if I were to give you twenty thousand dollars with a 17% discount, how...

The JOLT Effect-Part II (A Book Review)

Last time in Part I of Selling Point I began to look at Matt Dixon’s recently published work on prospect indecision, The JOLT Effect. If you missed it, you could catch it HERE before continuing with Part II. I summarized the J and the O in JOLT and will now discuss...