... or what a restaurant server can teach us about selling by Kurian M. Tharakan Food servers rely on tips to supplement their wages. Because US minimum wage legislation does not apply to this class of employee, researchers estimate that an 8% … [Read more...]

... strategy lessons from Kleenex by Kurian M. Tharakan Your products can quickly become more attractive by changing one simple thing - their jacket. Take a look at the example provided by Kleenex. Without a specific jacket, Kleenex is just … [Read more...]

... a simple method to pry wallets open by Kurian M. Tharakan If you are in business, you are bound to run into the two ends of the customer spending scale: tightwads and spendthrifts. These human traits intrigued researchers Scott I. Rick … [Read more...]

... or why the biggest sales problem businesses think they have isn't the one they actually have! by Kurian M. Tharakan In the movie Zero Dark Thirty, the US Navy Seal team raid on Al Qaeda leader Osama Bin Laden's house was conducted at … [Read more...]

... or why your brain may be leading you to false conclusions by Kurian M. Tharakan First of all, don't worry, this isn't a post about any ethnicity or culture. French people are just as rude or polite as Canadians, Americans, or Venezuelans. … [Read more...]

... give your prospect the psychological freedom to accept your proposal by Kurian M. Tharakan When amateurs try to persuade people, they often limit the freedom of choice in a feeble attempt to maximize the probability that the prospect will … [Read more...]

Your prospect's self-identity drives their behavior. Disregard this at your peril. by Kurian M. Tharakan One of the deep motives your customer has is a need to express, maintain, or enhance their sense of self-identity. Who they WERE/WERE … [Read more...]

... a powerful technique to have prospects sell themselves on your idea, and feel good about doing it! by Kurian M. Tharakan Beginners in sales often have a mistaken belief that their job is to "persuade " the prospect to buy. If they mature (and … [Read more...]

Your prospects can see a sales pitch coming from a light year away. Here's how to get them to drop their defense shields. by Kurian M. Tharakan Fans of Star Trek know that when the star ship Enterprise is threatened, Captain Kirk's first response … [Read more...]

... or how a pen, a 3-inch note, and a little low tack adhesive can help you get to yes!  by Kurian M. Tharakan In 1974, 3M researcher Art Fry wanted a better bookmark, one that would stay in place in his church hymnals. His solution was to add a … [Read more...]