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Psychology of Selling

Newest Articles Date Posted

A principle of influence

Reciprocity is a universal principle of influence.


Why are Some Questions so Difficult to Ask?

It seems that some questions are difficult to ask. They must be because we see people taking forever to develop that habit of asking their clients more detailed problem questions.
What are we trying to do?


6 Inconsistent Behaviours That Will Affect Your Sales

There’s something we all know to be an important aspect of the sales process but it’s rarely talked about: Being Congruent
Congruent - the quality or state of agreeing, coinciding, or being congruent. 


Why Questions Work

Questions direct the focus of our brains. When someone is talking we can be listening to them, or thinking about whatever it is we want to be thinking about. When someone asks us a question however, we are compelled to answer.


Why Product Dump Works … and Doesn't

For any of you that have been trained by a Fusion Performance Group consultant you'll know that we rail against the concept of product dump. For clarity purposes, product dump occurs when a sales person suggests a product to a client before knowing whether the client needs it or not.