We’ve been taught that people make decisions logically. But in reality, people buy emotionally and only use logic afterward to justify their choice. Think about it: there is no rational…

Here’s a truth every salesperson must accept: interest doesn’t pay bills, only action does. You can have a brilliant offer, but if you don’t include a trigger, the client will…

Human beings are wired with a sense of balance. When someone gives us something, we feel the need to give something back. That is the law of reciprocity. In sales,…