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Reverse psychology - 6 tips to win more business

Back in 1961, William McGuire developed a theory that he called the Inoculation Effect. He used the theory to describe the process by which we can become resistant to attempts of persuasion. 55 Years later customers are well attuned to tactics and techniques that sales people attempt to use to persuade them, more often than not the customer uses it to get better deals. This article shows you 6 tips for using reverse psychology to ......

Practice Makes Permanent

“Practice isn’t the thing you do once you’re good. It’s the thing you do that makes you good.” This quote—from Malcolm Gladwell—sums up what makes every Olympic athlete so great. We all know that getting to the top of any sport—or any profession—requires learning and practicing new skills, refining our approach, focusing on one aspect of our performance, and getting better and better each day. But this is something sales people shy away from....

Story telling will boost your sales performance

Sales stories have a profound effect on our brains and our behaviour. This goes back to childhood, when the most basic request we made as kids, besides “I’m hungry,” was “tell me a story.”   A series of experiments performed by neuroeconomics pioneer Paul Zak  found that stories that are highly engaging and contain key elements, including a climax and denouement, can elicit powerful empathic responses by triggering the release of Oxytocin.

Does a return policy increase sales?

 Does telling the customer that we you can bring it back if its not right, or doesn't fit make a difference to whether they but it or not. What about if you offer a credit but not a cash refund, what about how long they are allowed to return it. This article looks at the latest research into just these questions.

 

 

Generation X hits 50 - How to sell to them now!

Most businesses are well aware of how to market to Generation X (those born 1961-1981), mainly because so many business leaders and managers today are part of Generation X. But as Gen Xers move into midlife (the oldest are 55, and youngest are 35), we are seeing a dramatic shift in how they view the world and purchase things....

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