The New Psychology of Selling

The sales profession is in the midst of a perfect storm. Buyers have more power--more information, more at stake, and more control over the sales process--than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to -challenge, - -teach, - -help, - give -insight, - or sell -value.- And a relentless onslaught of -me-too- competitors have made...