Sales Tip of the Day: The Principle of Independent Judgments

By Scott Sambucci | September 19, 2012

From page 85 of Daniel Kahneman’s “Thinking, Fast and Slow“: The principle of independent judgments (and decorrelated errors) has immediate applications for the conduct of meetings, an activity in which executives in organizations spend a great deal of their working days. A simple rule can help: before an issue is discussed, all members of the committee […]

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1 The Scarcity Effect & SasS/DaaS Sales

By Scott Sambucci | September 17, 2012

Tell me if this sales anecdote seems eerily familiar: After observing the couple so engaged, a salesperson might approach and say, “I see you’re interested in this model here, and I can understand why; it’s a great machine at a great price. But, unfortunately, I sold it to another couple not more than twenty minutes […]

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1 Considering a price increase to motivate your prospects?

By Scott Sambucci | September 14, 2012

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 […]

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Sales Tip of the Day: Where you sit matters

By Scott Sambucci | September 13, 2012

Where 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 […]

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