You don’t have to be a psychic to predict the future. We know with absolute certainty what’s going to happen with virtually every customer we encounter. We know what their concerns and fears are and I know exactly what they’re going to say and how I’m going to respond to it.

We know for example that a large percentage of our customers will say “I’m just looking” or its twin “I’m not buying today.”

We also know at some…

This thirteen second video contains a nugget of knowledge that I’ll attempt to briefly polish up here. The clip comes from a nineteen sixty-three Chevrolet sales training filmstrip. The title of the filmstrip is “Press the Yes Button.”

The power of this technique is undeniable. It employs two of the six universal principles that guide human behavior . Ethically implementing these six…

Millions of years ago dinosaurs became extinct. They became extinct for one reason only, a failure to adapt to a changing environment. Not all dinosaurs became extinct. Many, according to scientists evolved and became the birds that soar in our skies today.

The theory is a massive meteorite struck the planet, changing the environment dramatically. This new environment made it difficult, no impossible to survive without adapting.

Metaphorically…