Tag - how to

Why Less Will Help You Sell More

Would more product options help or hinder prospects in making a buying decision? This was the question that two behavioral scientists, Sheena Iyengar from Columbia University and Mark Lepper from Stanford University sought to answer. Iyengar and Lepper conducted numerous scientific experiments regarding howthe quantity of information influences the decision to purchase. One of their most well-known experiments occurred at an upscale grocery store in Melo Park, California.  For numerous weeks the researchers set up a tasting booth that allowed consumers to samplean assortment of jams. The first week, 24 different [...]

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5 Tips From Behavioral Economics That Can Help Startups Succeed

Anyone who’s been involved in a startup knowsthat there’s little room for error. One wrong move could be the difference between success and failure. So how can you increase the likelihood that your new business will not just survive, but thrive? This is where the science of behavioral economics – the merging of economic theory and social science – can help. It provides those operating startups, or any business for that matter, with the insights they need to make better decisions, which will improve their company’s position in [...]

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What Causes Low Sales?

In the profession of sales we have an alarming problem: many of the most commonly used and taught sales behaviors have been scientifically shown to drive down performance? For example, astudy published in the Harvard Business Review, analyzed the sales calls of 800 sales people. The results were that only 37% of the sales people exhibited behaviors that increased the likelihood of the sale. The remaining 63% behaved in ways that actually obstructed the sale from occurring. The sales people featured in the study are not alone. Frequently, when [...]

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How i Remove ”Buyers Block” in my Sales Copies

You are about to enter my office and see how I execute clients projects. Buyers Block is a term i coined that means the mental and psychological resistance to an offer. Naturally the stance we have to any new offer is an unconscious resistance except otherwise proven by the marketer or product. These steps are applied to all the services we offer, though not every step mentioned here may be applicable to all. Here I high light only the major things [...]

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