... 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...]
In Sales & Marketing, Zero Dark Thirty is 30 Minutes Too Late
... 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...]
Why French People are Rude, and Santa Claus is Jolly
... 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...]
Increase Your Persuasion Power 475% with this Simple Sentence
... 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...]
How to Drive Sales by Understanding Your Customer’s Deepest Buying Motives
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...]
Get Your Prospects to Persuade Themselves with Social Proof
... 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...]
Mr. Sulu, Raise Shields! A Sales Pitch is Decloaking Off Starboard.
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...]
How to Boost Your Persuasion Power with Sticky Notes
... 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...]
Want Someone to Like You? Get Them to Do You a Favour!
... or how to build trust and liking through the power of cognitive dissonance by Kurian M. Tharakan Traditional wisdom suggests that one of the techniques to get someone to like you might be to give them a gift. This could be as simple as a … [Read more...]
How this Cute Baby Can Help You Sell More!
... or why years of evolutionary psychology affects your every action by Kurian M. Tharakan 240 wallets were "lost" in Edinburgh, Scotland recently, but surprisingly almost half were returned to their "owners" with some categories achieving a … [Read more...]
- « Previous Page
- 1
- …
- 3
- 4
- 5
- 6
- 7
- …
- 11
- Next Page »