by Kevin Keenmon | Apr 26, 2016 | AEC Sales, CRM
In Robert Cialdini’s book, Influence: Science and Practice, he analyzes the psychological impact of the word “because” on listeners. In 1978, Ellen Langer, a psychologist and researcher from Harvard University, performed a simple experiment on the word “because.” The...
by Kevin Keenmon | Apr 15, 2016 | AEC Sales, CRM
In Robert B. Cialdini’s book, Influence: Science and Practice, he examines the psychological complexity of sales processes, and most importantly, how we get someone to say, “Yes.” A crucial concept to understanding these practices is the trigger feature, which...
by Kevin Keenmon | Mar 24, 2016 | AEC Sales, CRM
The days of only door-to-door salesperson are over. Today, sales can happen anywhere—in day to day conversations, at conventions, in business meetings, and of course, on the internet, in the form of everything from podcasts to comments boxes on blog posts. Most...
by Kevin Keenmon | Feb 6, 2014 | AEC Marketing, AEC Sales, CRM
The thought of networking can strike fear in the hearts of many, including some of the best business developers. A room full of unknown faces. An evening of uncertainty. What will you say? Who will you talk to? How long do I have to stay? These are just a few of the...
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