According to Robert Cialdini, people are obliged to give back to others in the form of a behavior, gift, or service that they have received first.

When used tactfully, appropriately, and in a non-cheesy manner, reciprocity makes it difficult to say no.

Also, the key to using the Princ...

Burden: a duty, a responsibility, the bearing of a load, something oppressive or worrisome.

One of the worst things you can do as a sales rep is to ask your buyer to DO SOMETHING … to burden them.

Build your champion’s buying guide for them. Take the burden! Nobody pi...

The top-notch sellers delight buyers with the unexpected. 

Generally speaking, it’s unlikely you’ll be able to meet your buyer in person. BUT, you can still do something meaningful and unexpected.

COFFEE GIFT CARD!

When sending follow-up prospecting emails, it’s possible to send a valuable note while still being tight, compact, and straightforward. Even emails that are 150+ words (considered “long”) can be effective if it’s concise, well-crafted, packed with value (info that connects the prospect or their c...