A study in a major medical publication shows how confirmation bias causes doctors to diagnose patients incorrectly. Learn how confirmation bias also causes salespeople to “misdiagnose” buyer commitment, resulting in sales that waste time but never close.
An in-depth study of sales pipelines at a Fortune 500 company revealed some surprising results. Learn why more leads on the front end can result in fewer sales on the back end - and questions you can ask early in the process to protect your valuable time.
A study reveals the main reason why salespeople avoid awkward questions, why and when prospects are most willing to disclose valuable information about themselves, and the best way to structure your questions to avoid resistance.
A massive study on discovery calls conducted by the research lab at the software company Gong.io found that uncovering four customer problems, instead of just one, drove success rates from 53% to 85%. Learn the details of these surprising results - and how to achieve them.
The founder of the Toyota Motor Corporation developed a time-tested method for to getting to the root cause of problems. Find out how top sellers apply this technique to discover needs that buyers may not even be aware of.
Researchers in the Psychology Department at Harvard wondered what went on in people’s heads when they were asked certain kinds of questions. Find out what questions light up buyer's brains and why some “stupid questions” aren't stupid at all.
