JCPenney’s coupon strategy is legendary, even though everyone knows the prices are often inflated to make the discounts seem more dramatic. Ron Johnson’s attempt to introduce “fair and square” pricing flopped spectacularly. Why? Because people love the feeling of using a coupon, even if the final price is the same. It’s not about saving money;…
Alright, you charming charmers of the sales world, let’s talk about a little brain trick that can make your prospects feel like they’ve just won the lottery (and make them more likely to buy from you). It’s the “You’re So Special” effect. We all crave that feeling of being special, of being recognized and valued….
Alright, you masters of social influence, let’s talk about the Lemming Effect. Now, before you start picturing a bunch of rodents blindly jumping off a cliff (though, hey, sometimes that’s what it feels like in sales), let me explain. This is about tapping into our innate desire to follow the crowd, to do what everyone…
Alright, you mind-reading mavericks, let’s talk about a brain trick that’s so sneaky, it’s almost like cheating (but don’t worry, it’s perfectly ethical). It’s called “Pulling Back the Curtain,” and it’s all about understanding your prospect’s identity – their values, beliefs, and motivations – and using that knowledge to craft an irresistible pitch. In the…
Alright, you truth-telling titans of the sales world, let’s talk about trust. Now, before you start picturing me with a halo and angel wings (though, hey, I’ve been known to be angelic on occasion), let me tell you – building trust isn’t about being a saint. It’s about being authentic, transparent, and genuinely giving a…
Alright, you information-slinging sharpshooters, let’s talk about a brain trick that’s so counterintuitive, it might just blow your mind (but in a good way, of course). It’s the “Less is More” principle, and it’s all about understanding the limits of our puny human brains and using that knowledge to craft laser-focused, impactful messages that stick….
Alright, you masters of desire, let’s talk about a brain trick that’s so sneaky, it’s almost like cheating (but don’t worry, it’s perfectly ethical). It’s the “I Want It NOW!” effect, and it’s all about tapping into our innate desire for things that are hard to get, exclusive, and oh-so-desirable. We’ve all experienced that burning…
Alright, you scrappy underdogs of the sales world, let’s talk about a brain trick that can turn your perceived weaknesses into strengths. It’s the “Underdog Advantage,” and it’s all about tapping into our innate love for the little guy, the one who fights against the odds and comes out on top. As salespeople, we can…
Alright, persuasive powerhouses, let’s talk about framing. Now, before you start picturing me with a hammer and nails, building a house (though, hey, a little construction never hurts), let me clarify – this isn’t about manipulating your prospects or deceiving them. It’s about strategically presenting information in a way that highlights its value, aligns with…
Alright, mesmerizing masters of persuasion, let’s talk about hypnotic language patterns. Now, before you start picturing me swinging a pocket watch and chanting, “You are getting sleepy, very sleepy…” (though, hey, if it works, why not?), let me clarify – this isn’t about putting your prospects into a trance. It’s about using subtle language patterns…
