3 Things I Learned From Wall Street’s Most Successful Dealmaker

James B. Lee was a legendary Wall Street banker and one of the world’s greatest dealmakers.  Called “Jimmy” by those who knew him, if you were to read his resume or review his accolades you might expect a real-life version of the infamous movie character Gordon Gekko. For example, he combed his hair slicked back …

How The Psychology of Rewards Impacts Our Success In Sales

According to behavioral psychologists, rewards are more attractive to us the closer we are to receiving them. Further, humans have a tendency to “discount” equal or even greater rewards when not available until the distant future. Why does this make sales hard? Because especially in many instances we are asking our prospects for immediate sacrifices, …

What It Means To Sell On Emotion

“People buy on emotion and justify with logic.” This is a familiar phrase many sales professionals agree with. However, much less agreed upon is what this statement means, and just how to use this information to be more successful. What gets in our way? First, the mere notion that emotions are the primary drivers of …