First uncover what is really motivating your prospects decision or indecision. If you’re considering a price increase to motivate your fence-sitters, remember a few of things: Be darn well ready to go through with the price increase with or without converting those prospects in your pipeline. Tell your prospects that don’t convert by the end […]
VIEW POSTWhere you sit during your “Big Sales Presentation” matters. Too many times in a group setting, I’ve watched my colleagues stake out ground on one side of the conference room, leaving open only the chairs on the other side of the table. It’s like they’re hoping either an arm wrestling tournament will ensue. This is […]
VIEW POSTMe: “I’ve been thinking about Lasik. What do you think?” Doctor: “You know, I’m mixed. I have a patient – a woman that’s actually a lot like you – very similar prescription and also has an astigmatism who didn’t have a good experience…” Then he proceeded to explain a few more details. Me: “Huh. Okay […]
VIEW POSTThe Werther Effect is a contagion effect. When a particular event is publicized, the publicity itself leads to an increased level of activity of that event. David Phillips first documented this effect in his 1974 research paper published in the American Sociological Review. (In his book “Influence,” Robert Cialdini discusses “The Werther Effect,” named after Goethe’s […]
VIEW POSTDescribed by Daniel Kahneman in “Thinking, Fast and Slow” – A general “law of least effort” applies to cognitive as well as physical exertion. The law asserts that if there are several ways of achieving the same goal, people will eventually gravitate to the least demanding course of action. In the economy of action, effort […]
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