Authenticity is crucial for effective presentations. While techniques like pauses and eye contact are helpful, true authenticity goes beyond following a checklist. To be genuine, align your mindset with your body language and prioritize connecting with the audience rather than relying on rehearsed gestures.

Positioning in marketing is all about creating a specific spot in your target customer's mind. It's essential for any company's success. Companies can coexist in the same industry through effective positioning. This blog will talk about the common tactics of positioning.

Dealing with objections is a part of a salesperson’s life. In this article, we'll look at 4 common psychological reasons why people say no, so that the next time you try to sell something, you'll be able to break it down, analyze it, and hopefully get past the resistance.

Differentiation is the heart of strategy and is the reason why many companies can co-exist in the same industry. There are no two identical companies in the world. Period. The challenge that many salespeople have with communicating how they are different from others is that their differentiators all sound the same. So what can you do to differentiate yourself from competitors? There are three steps to deliver your differentiation.

There are many widely available and intuitive tips for building trust. For example, be honest, keep your commitments, be helpful, show people that you care, etc. Those are all correct but I also believe those are tips and tricks for general human beings to become good citizens. However, the ultimate strategy of trust building by sales people is first to become an expert in the field and then use that expertise to consult with the buyers for their individual needs. In other words, the salespeople who build trust most effectively can demonstrate their subject expertise and the ability to consult with their prospects.

Cognitive biases are automatic thoughts that condition a response. This lets the brain make a quick decision without actively thinking about the issue or situation at hand. This article uses examples to explain three common cognitive biases in sales: the decoy effect, single-option aversion, and the bandwagon effect.