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 … Continue reading →
In the game of baseball, the best hitters develop a good eye for pitches that are right in the strike zone. In criminal investigations, the great detectives know how to zero in on the real suspects and avoid wasting time … Continue reading →
Imagine for a second that you’re selling farm equipment. You cover a broad territory, traveling from farm to farm, hoping to arrive auspiciously when parts and equipment are needed. But too often your timing is off. Because of changes you … Continue reading →
What’s so good about being a master qualifier? Is Warren Buffet’s amazing track record grounded in his ability to scrutinizing companies before he invests? Was Ted Williams such a formidable hitter because his fighter pilot eyes knew which pitches were … Continue reading →