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Why First Impressions Win (or Lose) the Sale People begin forming their first impressions of you in the first 55 milliseconds  they see you. A famous study by psychologists Nalini Ambady and Robert Rosenthal demonstrated this beautifully: students rated professors’ teaching ability after watching only a two‑second silent clip of them, and their ratings matched those of students who had taken the entire semester‑long class. That means we make nearly instant judgments that ofte

"Let me think about it." Salespeople from antiquity until now have been hammered by this objection and many of the other classics....

Most reps chase the "yes." And it's not their fault, we’ve all been taught to build momentum with micro-yeses. But the best closers don’t...

From Implementing to Driving The systems that got you to $100K won’t get you to $300K. In Part 5, we explored implementation and the...