Resiliency is the ability to bounce back, adapt to adversity and roll with the punches. Resilience gives us the flexibility to restore ourselves, and our lives, after difficulty, trauma and loss, and it is a quality in high demand during these rapidly changing times, especially in sales.

One of the most old-fashioned and overrated pieces of advice for any influencer is to “be passionate” about your cause. Some consider it the answer to all influence challenges, as if passion is 90% of successful persuasion. If that were true, everyone would get what they want by showing some passion. But they do, and they don’t get what they want.

What’s in it for me? This common phrase exemplifies the reality of how people are primarily focused on the things that matter most to them. This is well depicted in the story of a young car salesman who enthusiastically shared with his 75-year-old female prospect the feature of how the new model SUV’s spare tire bin was designed to double as a beer cooler; perfect for tailgating,

Research on successful “underdog” influencers shows that virtually all of them recruited a team of people — with specific qualities — to help them move their cause or idea forward.

There are few offenses in business worse than challenging the validity of the near sacred “elevator speech,” the one-minute message verbalizing the unique qualities of what a salesperson does or sells.

Life insurance buyers who meet face-to-face and receive a recommendation on how much life insurance to buy are more apt to buy policies, according to new research.

Every child loves stories. They so excite the imagination that they can’t get enough of them. How many times does a child ask for The Little Engine That Could? Stories are the way to captivate children and ignite their curiosity.

Annuity sales are being influence by increasing emotion and a desire by buyers to secure their retirement, not accumulate wealth, a new report finds.

“The customer loves our product and service and they want to buy from us, but right now they are handling some higher priority situations, however I am sure right after that they are definitely going to buy from us!”

Understanding and implementing the power of being the underdog can offer huge benefits in sales and other workplace situations.