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Will You Add? - Secret Sales Techniques
Often, the main thing most presenters overlook is that making a presentation should not be a one way thing. Many presenters simply get up, put on the PowerPoint slide show, run through 20 slides talking about the bullet points and then summarizing, leaving themselves 10-15 minutes for a question and answer session. Is this what presenting is all about? And more importantly is thi
Extremeness aversion refers to the fact that people avoid extremes. No big surprise there, but the power of the effect in a consumer situation probably surprised even the researchers. In a typical study, for example, customers might be given a choice of televisions costing $300, $500, and $700. Not many choose the $700 one, unless one simple change is made: add a $1200 television t
Are you taking advantage of all the benefits your company has to offer? Most employees are not really sure of the benefits they are entitled to or what their company offers, and many are missing out on free money they don’t even know about.There are three top benefits you MUST be sure to sign up for if your company offers them:Health Insurance Flexible Spe
The Science Behind The Sales Techniques
Confirmation bias is the scientific name for the tendency we have to act economically in a way that confirms our current beliefs. A great example is found in a study of Mercedes Benz buyers. When buying the same model, it was found that current owners, who presumably already believe in the value of a Mercedes, paid $7,000 more, on average, than new Mercedes customers.
You can imagine the value of this knowledge to companies that sell high-priced items more than once to a customer. You can use this principle in other ways too. Suppose you are selling homes. Asking the buyer what style of home he thinks is best, and letting him make his arguments might also make him much more interested in a home if you show him "his" style.
Decision paralysis is the phenomenon of having too many choices to fell comfortable making a decision. In one study, customers had four samples of jam available.. Then for several hours, customers were offered twenty jams to choose from. You might think that with more options, people are more likely to find and buy the one they like, but the first group actually bought more jam.
How would you apply this as a sales technique if, for example, you sold paint? Maybe you wouldn't tell the customer about all 84 colors he can choose from. Limiting his options may be a useful technique, according to this research finding. Of course good salesmen have historically overcome this "decision paralysis" by using the either-or sales technique: "Would you me to order the x or the y for you then?"
Extremeness aversion refers to the fact that people avoid extremes. No big surprise there, but the power of the effect in a consumer situation probably surprised even the researchers. In a typical study, for example, customers might be given a choice of televisions costing $300, $500, and $700. Not many choose the $700 one, unless one simple change is made: add a $1200 television to
You never thought this day would come, the day when you can’t stop working and you don’t want to. You’re a workaholic. These days, more and more people are succumbing to this lack of work-life balance. Ironically, being a workaholic can make your work decline in quality and effectiveness, as you allow your work-obsessed life to turn you into a miserable person. Far from being
The Science Behind The Sales Techniques
Confirmation bias is the scientific name for the tendency we have to act economically in a way that confirms our current beliefs. A great example is found in a study of Mercedes Benz buyers. When buying the same model, it was found that current owners, who presumably already believe in the value of a Mercedes, paid $7,000 more, on average, than new Mercedes customers.
You can imagine the value of this knowledge to companies that sell high-priced items more than once to a customer. You can use this principle in other ways too. Suppose you are selling homes. Asking the buyer what style of home he thinks is best, and letting him make his arguments might also make him much more interested in a home if you show him "his" style.
Decision paralysis is the phenomenon of having too many choices to fell comfortable making a decision. In one study, customers had four samples of jam available.. Then for several hours, customers were offered twenty jams to choose from. You might think that with more options, people are more likely to find and buy the one they like, but the first group actually bought more jam.
How would you apply this as a sales technique if, for example, you sold paint? Maybe you wouldn't tell the customer about all 84 colors he can choose from. Limiting his options may be a useful technique, according to this research finding. Of course good salesmen have historically overcome this "decision paralysis" by using the either-or sales technique: "Would you me to order the x or the y for you then?"
Extremeness aversion refers to the fact that people avoid extremes. No big surprise there, but the power of the effect in a consumer situation probably surprised even the researchers. In a typical study, for example, customers might be given a choice of televisions costing $300, $500, and $700. Not many choose the $700 one, unless one simple change is made: add a $1200 television t
There are a number of ways to promote on the Internet. Some are better than others. Here are two popular ones:The FIRST is to set up an affiliate program. This assumes that you have products or services which can be followed by other products or services. You put an affiliate link on your site and some of your buyers will become affiliates as will as some non-buyers.
Decision paralysis is the phenomenon of having too many choices to fell comfortable making a decision. In one study, customers had four samples of jam available.. Then for several hours, customers were offered twenty jams to choose from. You might think that with more options, people are more likely to find and buy the one they like, but the first group actually bought more jam.
How would you apply this as a sales technique if, for example, you sold paint? Maybe you wouldn't tell the customer about all 84 colors he can choose from. Limiting his options may be a useful technique, according to this research finding. Of course good salesmen have historically overcome this "decision paralysis" by using the either-or sales technique: "Would you me to order the x or the y for you then?"
Extremeness aversion refers to the fact that people avoid extremes. No big surprise there, but the power of the effect in a consumer situation probably surprised even the researchers. In a typical study, for example, customers might be given a choice of televisions costing $300, $500, and $700. Not many choose the $700 one, unless one simple change is made: add a $1200 television t
You cannot lead people from behind your desk. When you do come out from behind the desk, there are several reasons you are doing so; to role-model proper behavior, to inspire and influence others, to be visible, and to enable direct communication. In Peters and Waterman’s classic book, In Search of Excellence, this behavior is “management by walking around.” The Marines have bee
How would you apply this as a sales technique if, for example, you sold paint? Maybe you wouldn't tell the customer about all 84 colors he can choose from. Limiting his options may be a useful technique, according to this research finding. Of course good salesmen have historically overcome this "decision paralysis" by using the either-or sales technique: "Would you me to order the x or the y for you then?"
Extremeness aversion refers to the fact that people avoid extremes. No big surprise there, but the power of the effect in a consumer situation probably surprised even the researchers. In a typical study, for example, customers might be given a choice of televisions costing $300, $500, and $700. Not many choose the $700 one, unless one simple change is made: add a $1200 television t
Very often you will find that the students from different organizations in High School such as the football team or the chess club will initiate their own High School fundraising event. This is because often such organizations do not have the financial support of the school itself or because the school is unaware of their situation with regard to the lack of funds. Or it may be
Extremeness aversion refers to the fact that people avoid extremes. No big surprise there, but the power of the effect in a consumer situation probably surprised even the researchers. In a typical study, for example, customers might be given a choice of televisions costing $300, $500, and $700. Not many choose the $700 one, unless one simple change is made: add a $1200 television to the selection. Consistently, then, more will choose the $700 television, because it is no longer the most expensive one (the extreme).
It doesn't take much imagination to think of applications for this principle, does it? Add an expensive table or two to the showroom to sell the previously most-expensive ones. Show a buyer a few expensive homes to adjust their price expectations. Put a more expensive cereal on the shelf with the others. Sales techniques don't get much simpler than this.
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