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Keller Center Research Report

Keller Center for Research

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August 2009 (Vol. 2, Iss. 2)


Selling is Really Shorthand for Storytelling

Charles S. Fifield, MBA, Lecturer, Baylor University
When we buy something, we're really buying a story. A salesperson's job is to tell a story. For example, last year Americans bought six billion dollars worth of bottled water...
Keywords: Marketing and Sales
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The Emotionally Intelligent Salesperson

Christopher P. Blocker, PhD
Today's market offers home buyers and sellers an abundance of choices for selecting a real estate agent. In this increasingly competitive environment, communicating...
Keywords: Customer Relations, Marketing and Sales
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Is Your Picture Worth 1,000 Words?

Ann Mirabito, Ph.D.
If you placed the business cards of agents at a real estate conference in a fishbowl, and then put the business cards of the people in the conference room next door in another...
Keywords: Customer Relations
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Language of Selling and Science of Persuasion

Professor Gwilym Pryce, PhD (Scotland)
Two and a half thousand years ago the grandfather of modern philosophy set out his thoughts on the science of persuasion...
Keywords: Marketing and Sales
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INSIDER: Consumer Emotional Confidence

Preston Sneed, MBA Candidate, Dec. 2009
How does emotional intelligence affect consumer choices? In Emotional Calibration Effects on Consumer Choice published in the Journal of Consumer Research in December 2008...
Keywords: Customer Relations, Insider
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