by Dr. Eli Jones | Jan 21, 2015 | Selling ASAP Book
Correctly reading your prospective buyer’s body language, hand signals, and vocal cues can make the difference between a successful pitch and one that falls flat. Buyer behaviors can be grouped into three categories: red, yellow, and green. Red behaviors indicate that...
by Dr. Eli Jones | Feb 27, 2013 | Community
When it comes to selling, it’s important to know what social style your prospective client is. By accommodating your prospect’s social style, you will not only effectively capture the prospect’s attention, but you will connect with the prospect on a deeper level,...
by Dr. Eli Jones | Feb 27, 2013 | Community
When it comes to selling, it is important to make a connection with the prospect. One of the best ways to understand the buyer is to uncover his wants and needs. One of the most frequently referenced models is Maslow’s Hierarchy of Needs. A staple in the field of...
by Dr. Eli Jones | Mar 15, 2012 | Published Research
Despite significant interest from both academicians and practitioners, customer relationship management (CRM) remains a huge investment with little measured payback. Intuition suggests that increased management of customer relationships should improve business...
by Dr. Eli Jones | Mar 15, 2012 | Published Research
The reported research examines the moderating effects of role overload on the antecedents and consequences of self-efficacy and personal goal level in a longitudinal study conducted in an industrial selling context. The results indicate that role overload moderates...
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