This sales tactic is based on the persuasion principle of commitment and consistency: that someone is more likely to comply with a larger request once they’ve committed to a smaller one.
The essential point is that when a person makes some kind of commitment, it generally leads to a corresponding consistency of behavior. Continue reading →
Today’s article was inspired by Seth Godin, serial entrepreneur, best-selling author, and global marketing guru. His blog posts are sinewy and rich with insight. If you know him you probably agree. If you don’t – check him out.
There are three ways we fail to connect with people:
#1 We assume they’re not seeing the whole picture. They just don’t know what we know, and when they do, when we educate them about the salient details, they’ll see things like we do and come around. Continue reading →
“The insurance market’s perpetually soft, and all that matters to people is saving money.”
If you’re under the impression that price is the only thing most commercial insurance buyers care about, you may be missing something important.
To demonstrate how perceptions and even cold hard facts can be very misleading, come with us for a quick trip back through time to 1985.
That’s the year that the Coca-Cola Company, world-wide leader in the carbonated beverage space, decided to do something outrageous – reboot the brand with a new flavor. Continue reading →
Remind them of the advantages they’ll get when they buy…
…And the hassles and difficulties that will go away.
Have you ever started to email someone, found your attention hijacked by new messages waiting in your inbox – and then totally forgotten what you set out to do? Continue reading →