Not too long ago we talked about the Foot-In-The-Door principle where the sales person makes a small request of a prospect and, once that’s granted, follows up with a larger “ask.”
Just the other day I came across an almost opposite influence strategy called The Door-In-The-Face – DITF. Continue reading →
How do you close your prospecting emails? The way you sign off could make a real difference in the number of responses you get. Continue reading →
I live in Western Massachusetts where it’s not unusual to encounter wildlife like foxes, deer, bears and other creatures. But I was pretty surprised to drive down a street in Boston last weekend and find four turkeys in the middle of a small intersection.
We’re used to hearing sleazy stories about people and companies that put profits above all else and are willing to do all kinds of unscrupulous things to cheat the system – like opening accounts for customers without their permission, or fudging automobile emissions tests.
Even if we ourselves tend to be trusting by nature, there’s no reason to assume others feel the same way. Continue reading →