Nobody Buys for the Reasons They Tell You
A few years back, I watched a senior executive spend forty-five minutes explaining, with complete conviction, why his company chose a particular software…
Sales
Your Customers Are Not Trying to Win. They’re Trying Not to Lose.
Most sales strategies are built backwards. They are built on the assumption that customers are motivated by gain. Better features, higher returns, improved…
Your Customers Are Not Trying to Win. They’re Trying Not to Lose. Read More »
More Options Mean Fewer Sales. Here’s the Counterintuitive Proof.
The study is deceptively simple. Researchers set up a tasting booth at a grocery store and offered shoppers samples of jam.
More Options Mean Fewer Sales. Here’s the Counterintuitive Proof. Read More »
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…