Contributors

Now more than ever, clients expect a uniquely tailored experience and product. This research aims to build upon already-utilized aspects of adaptive selling while increasing your understanding of adaptive selling and providing recommendations to further hone your own adaptive selling techniques.

The success of your business depends on how effectively salespeople can influence your clients. In real estate, it is vital to understand how salespeople influence customers and how they can improve those skills. Our research provides additional resources for salespeople to better understand the full set of sales influence tactics at their disposal.

Richard G. McFarland, PhD and Andrea L. Dixon, PhD Salespeople are subjected to high levels of stress on a day-to-day basis, which often leads to burnout. In this research, we examine how interpersonal mentalizing skills and oscillating between actively addressing stressors and giving yourself a break can reduce the chances of burnout occurring.

Salespeople with higher levels of emotional intelligence (EI) are better salespeople, right? After investing a great deal in the training of EI, firms are starting to wonder if those investments are well spent.