The Silent Cost of Rushing the Sale: Why Patience Wins More Deals
The overlooked advantage most sellers abandon too early! The Pressure to Move Fast Modern sales rewards speed. Fast replies.Fast demos.Fast follow up.Fast closes. Speed can be valuable. However, speed without sensitivity often creates resistance. Many sellers move quickly because they fear losing momentum. Yet buyers often pull away for the same reason. When pressure rises too early, trust drops quietly. Why Buyers…
International Impact Book Awards Finalist — Author of the Year 2026
International Impact Book Awards Finalist — Author of the Year 2026 I’m honored to share that Selling Senses: Unlocking the Power of Sensory Sales and Inner Wisdom has been selected as a Finalist for Author of the Year 2026 by the International Impact Book Awards in the category of Spirituality/Religion. This recognition comes after a thorough review by the IIBA judging committee,…
The Hidden Breakdown in Sales Funnels: Why Human Connection Still Wins
Why automation creates activity, but trust creates decisions! The Old Funnel No Longer Works For years, sales teams trusted the funnel. After leads entered the top. Once calls were made. When emails were sent. The formula felt simple. Increase volume. Push prospects forward. Close more deals. However, buyers changed. Today, people ignore what feels generic. They filter what feels automated. They avoid…
Global Business Development Administration Podcast with Tony Gray
Top 3 tactics from Armen Avanessian‘s new book, “Selling Senses: Unlocking the Power of Sensory Sales and Inner Wisdom” discussed on the “WHAT IS BUSINESS DEVELOPMENT? Podcast 1️⃣ Consultative > Transactional • 80% listening, 20% questioning • Lead with open-ended questions early • Shift to confirmation questions near close 2️⃣ Activate the Senses • Multi-sensory engagement drives up to 70% better recall…
The Evidence Behind Sensory Selling: What the Data Actually Shows
The overlooked statistics proving emotion drives modern buying behavior! The Truth Sales Has Been Missing For years, sales has focused on logic. Features.Pricing.Comparisons. However, the data tells a different story. Buyers are not driven by information alone. They are driven by experience. More importantly, they are driven by what they feel. The Numbers Are Clear This is no longer theory. It is…
The Unspoken Edge in Sales: Why Emotion Shapes Decisions Before Logic Is Ever Considered
The Overlooked Moment Where Decisions Are Already Made! The Moment Most Sellers Miss Most sellers believe deals are won at the end. After the proposal is presented.Once pricing is discussed.When objections are handled. However, that is not where decisions begin. Instead, something else happens before logic ever enters the conversation. Buyers form a feeling first.At the same time, a sense of comfort…
