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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Sales Tip of the Day: The Werther Effect

By Scott Sambucci | September 11, 2012

The 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 […]

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Sales Tip of the Day: The Law of Least Effort

By Scott Sambucci | July 24, 2012

Described 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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