Understanding Buying Motivations
A motive is an inner state that moves or prompts a person to action. For example, it becomes a buying motive when the individual seeks satisfaction through the purchase of something. Buying motivations are the underlying factors that come together to influence...
Selling Is Like Eating a Bowl of Spaghetti
One of my clients recently said, “Selling in the midst of this pandemic feels a lot like eating a bowl of spaghetti. Every once in a while, you get a meatball—a win here-and-there.” When COVID-19 hit, a lot changed in the world of selling! Of course, prior to the...
The Sound of Silence – How to use silence to close more profitable sales
“The Sound of Silence” is a song by the American music duo Simon & Garfunkel. The song was written by Paul Simon over a period of several months in 1963 and 1964. Generally considered a classic folk rock song, the song was added to the National Recording...