Buyer Psychology in Sales

our prospect has already decided how they feel about you. That's not cynical. That's just how human brains work. Before you said a word. Before you sent the proposal. Before you explained your process. Before you demonstrated a single thing you're capable of. They decided the moment they saw your LinkedIn profile. Or read your email subject line. Or noticed how you were dressed on the Zoom call. Or heard the way you opened the conversation. Here's what makes this uncomfortabl

The most dangerous student I ever had wasn't the nervous one. It was the one who was absolutely certain he was ready. He'd driven cars for thirty years. Excellent driver; smooth, aware, patient in traffic. He told me this in the first five minutes. Not bragging. Just context. He wanted me to know he wasn't starting from zero. I smiled and said nothing. Because here's what thirty years of driving does for you on a motorcycle. Nothing. Not nothing as in a little. Nothing as in