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Pique Technique Disruption

Even if you were unaware of its precise psychological label, you’ll have probably come across this technique. It runs that you’re more likely to gain compliance – particularly for a pocket-change fumble of cash – when you ask for an unusual amount. The classic being the beggar who, rather than

Is Your Prospect's Memory Recall As Bad As Yours From Corporate Training?

[https://www.learningsolutionsmag.com/articles/1379/brain-science-the-forgetting-curvethe-dirty-secret-of-corporate-training] This rather unglamorous drop-off is a Forgetting Curve [https://en.wikipedia.org/wiki/Forgetting_curve]. Long ago I came across the seed of these kinds of data, the Ebbinghaus effect [http://salespodder.com/training-isnt-permament/]. It creates a decay theory [https://en.wikipedia.org/

Which Medium Is What Sales Message

Let’s consult wikipedia. What could possibly go wrong? > “the medium is the message is an often-debated phrase believed to mean that the medium chosen to relay a message is just as important (if not more so) than the message itself” On what would have been the 106th birthday

Where Best Out-Cycles First

UK media this week furiously debates why one of its greatest ever sportsmen appears so unloved. Surmount cycling’s Everest to win the Tour de France, not once, but now four times surely makes any rider one of the all-time greats across all of sport. Yet this weekend’s coronation

When Sales Happiness Arises From Expectation

Because sometimes the lure of the planet’s biggest English-language “news” site is just too shiny. Happiness has a formula. Yes, another one [http://www.dailymail.co.uk/news/article-4716514/Google-executive-devises-scientific-formula-happiness.html] . This time, courtesy of a cash-mountained ex-Googler called Mo; > So what is the magic formula, I hear

Your Hollywood Review Bottom Line

As an Englishmen powerfully brought up on The Dunkirk Spirit, watching this week’s Christopher Nolan cinema treatment of WW2’s 1940 successful evacuation was always bound to strafe my to-do list. Then the near-universally glowing reviews poured forth, cracking like popcorn from heated kernels. Of the many I read

Does 'Everybody Lies' Mean Each New Prospect Is Like A First Date?

Tricky ground here, hey. This book [http://sethsd.com/everybodylies/] doing the rounds right now across media sofas comes from an obsessed google trends data explorer. Knowing the wizened insider axiom, “all buyers are liars”, I couldn’t help but be intrigued. The mismatches interviewers gravitate towards were unsurprisingly relationship

World Cup Winning Coach Knows Talent Alone Is Not Enough

Sir Clive Woodward knows a great deal about preparing both championship teams and individual superstars. Recently he ‘chaired [http://www.bbc.co.uk/programmes/b040zf09]‘ a BBC broadcast hour with a tearaway footballer. One that doesn’t necessarily fit the stereotype and is currently undertaking a degree in philosophy. (26mb

Unique Units Of Sell

I read the news today, oh boy 4,000 holes in Blackburn, Lancashire And though the holes were rather small They had to count them all Now they know how many holes it takes to fill the Albert Hall 3rd verse, The Beatles – A Day in the Life -------------------------------------------------------------------------------- Last

How Does Change Blindness Afflict Your Buyers?

Here’s a cheeky concept I came across watching a truly woeful BBC-filler show on brains. To show that our mind shuts things we see out and fills in from memory or guesswork, the viewer was invited to take in everything from a flickering image of two people on baby-bikes.