Sales Psychology Blog

Sales Psychology

The State Change Technique: Why Most Salespeople Fail Before They Even Pitch

You've got 3 seconds. Not to pitch. Not to close. To shift someone's emotional state from "leave me alone" to "tell me more." After 40 years and 100,000+ doors, I discovered the one move that changes ...

Sales Psychology

The Buying Line Concept: How to Know Exactly When Someone Is Ready to Buy

Stop guessing. There's a psychological line every prospect crosses before they buy — and most salespeople miss it because they're too busy talking. I'll show you how to see it.