The Sale You Lost Was About Friction, Not Price
The prospect said they needed more time to think. You ran the debrief in your head afterward. Was the price too high? Was the proposal unclear? Did a…
Behavioral Psychology
The $65 Million Orange Juice Mistake Brands Still Repeat
In 2009, Tropicana decided it was time for a fresh look. The brand had been around for decades. The packaging was familiar, orange with a straw…
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That Limited Time Offer Is Not Selling You a Product
Picture yourself browsing online late at night. You have been looking at something for a few days, maybe a course, a piece of equipment, a travel deal.
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Why the New Brain Isn’t in Charge
I have a confession to make about a watch. A few years ago, I bought a Rolex. And for about three weeks after, I had an explanation ready for anyone who…