Aha! Blog

Gloves on the boardroom table: Unlocking the secrets of selling

Posted by Harry Mills on 7 February 2017

In 2002 I read John Kotter and Dan Cohen’s influential book The Heart of Change. I was captivated by one story: ‘Gloves on the Boardroom Table.’

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Selling isn't luck or magic - it's science

Posted by Harry Mills on 7 February 2017

For the past 60 years, social scientists have been studying how successful persuaders switch our minds from no to yes.

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Why does Consultative or Solution Selling no longer work?

Posted by Harry Mills on 7 February 2017

Ultimately, customers buy from the seller who offers the best value. Yet salespeople who are seen by buyers as value-multipliers are as rare as pink diamonds. A recent Forrester executive insight survey asked senior executives to rate salespeople.1

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Parisian love: how words can even outsell pictures, action and animation

Posted by Harry Mills on 21 December 2016

Imagine you’re the Ad Director of a large advertising agency. You’ve been commissioned to create an engaging television commercial for an online search tool. Your instructions: Create a vivid commercial that will emotionally resonate with the audience.

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Confusion reigns. So what precisely is an insight?

Posted by Harry Mills on 7 December 2016

Insights help sellers and their customers see into a problem. Hence the word in-sight. But what precisely is an insight? Here are a few of my favorite definitions:

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The SOFTEN trust building formula

Posted by Harry Mills on 23 November 2016

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Facts and figures tell, stories sell

Posted by on 9 November 2016

Aha! sales stars don’t just use insights to sell. They also use stories to sustain traction and momentum created by their insights. Sellers who use Aha! insights plus stories are much more successful than sellers who use facts and figures to support their insights. An ancient Jewish fable tells us why.

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One brain, two rival minds: Why do smart buyers make dumb decisions

Posted by Harry Mills on 26 October 2016

Every day buyers make poor choices. Even the smartest buyers commonly make dumb decisions.

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What makes content go viral? Stoking the fire with high arousal emotions

Posted by Harry Mills on 12 October 2016

Why do some messages get shared around? What makes online content go viral?

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If an armed intruder gate-crashed your dinner party how would you respond?

Posted by Harry Mills on 28 September 2016

It’s easy to think we live in a hate-filled world and as individuals we are powerless to influence what happens to us.

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