Recent Press Releases

February 17, 2005 - New York, NY

Four-Year Study of Effective Sales Techniques Reveals
Emotions Are Key

The results of The FEAR Marketing Group’s four-year research study into effective sales performance – published for the first time – reveal best practices in cold calling, positioning products/services, handling objectives and sales closing techniques.

One of the main findings of the study is that the vast majority of purchases are made based on emotion rather than rational criteria. Given this, the research found that many of the strategies employed by today’s salespeople do not meet the needs of prospective buyers who are wary of the trustworthiness of most salespeople and the products and services that they are promoting.

The study was conducted in conjunction with the not-for-profit, Sales Career Training Institute (, which enabled the researchers to observe over 14,000 sales calls and question buyers regarding their reactions to different sales techniques. In addition to interviews, the researchers conducted a series of 27 surveys over a three-year period to explore how to increase success in sales.

“Sales, a skill essential in business – and indeed, in life - is often oddly under-taught, if taught at all – in U.S. business schools,” says Paul Borgese, chief researcher and author of the book, FEAR Selling.

According to Borgese, “This lack of attention to sales education is reflective of the academic tendency to favor ‘measurable’ disciplines, such as finance, accounting, statistics and operations. Our research is an attempt to give the crucial discipline of selling more attention by focusing on strategies that have been proven to work.”

A 47-page excerpt of the results titled The 7 Deadly Sins of Selling is available free at

Select results of the study also are available free to the public throughout the Sales Career Training Institute’s Web site at

The complete results of the study have been published as a 294-page electronic book titled FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects’ Deep-Seated Emotional Needs. The book, which is available at, includes over 168 field-tested sales techniques that have been tested across a wide variety of industries.

About The FEAR Marketing Group

The FEAR Marketing Group LLC ( is a global consulting/training firm focused on sales strategies and online marketing techniques that have measurable returns-on-investment.

Contact: Paul Borgese, President, The FEAR Marketing Group, +1-201-533-9282 or

To find out more about Available Topic Expert, Paul Borgese, visit