Psychology

The Power of Priming: Prime Customers To Increase Conversions

Anyone who has stumbled across Elizabeth Gilbert’s, ‘Eat, Pray, Love’ no doubt remembers Gilbert’s description of what it was like to enjoy an authentic pizza in Italy for the first time: ‘The dough, it takes me half my meal to figure out, tastes more like Indian naan than like any pizza dough I ever tried. It’s softContinue Reading “The Power of Priming: Prime Customers To Increase Conversions”

Psychology

Death of a Sales Script: How Improvisation Took Over The World

In Arthur Miller’s Death of a Salesman, the protagonist, Willy Loman, is an ageing salesman at the end of a less than stellar career. Unable to accept that he is becoming obsolete, he instead blames his failings on an ever-increasing population. ‘There’s more people! That’s what’s ruining this country! The competition is maddening!’, he lamentsContinue Reading “Death of a Sales Script: How Improvisation Took Over The World”

Psychology

Why Questioning Your Own Abilities Can Make You MORE Successful

Chances are, anyone who has had a glimpse into the world of so-called ‘self-help’ will have come across a concept called ‘self-affirmation’. Self-affirmation involves the repeating of mantras which, so the theory goes, direct your subconscious mind towards a certain goal by making you feel, think and act in a certain way. For almost aContinue Reading “Why Questioning Your Own Abilities Can Make You MORE Successful”

Psychology

How To Increase Revenue By 12% A Year, Without Spending Any Money

It’s early in the morning, and you have just arrived at an airport for an 11am flight. Tomorrow morning, you’ll be delivering a presentation to an important group of clients who live in a city several hours plane-ride away. Whilst you check-in your bag, you’re looking forward to the prospect of getting to your hotelContinue Reading “How To Increase Revenue By 12% A Year, Without Spending Any Money”

Psychology

Why Adding An Option That Nobody Chooses Can Boost Your Sales By 50%

It’s a Friday night, and you and your partner have both had a long week. Neither of you are in the mood to cook, so you’ve decided to treat yourselves and go out for some pizza. ‘What about Don Beccaccia? Their homemade calzone is simply to die for,’ suggests your partner. ‘We went there withContinue Reading “Why Adding An Option That Nobody Chooses Can Boost Your Sales By 50%”

Psychology

How One Clever Trick Helped Build Innocent Smoothies into a Multi-Million Pound Brand

No one would call the rise of ‘Innocent Smoothies’ anything other than spectacular. From humble beginnings at a jazz festival back in 1999, Innocent has been catapulted to fame and fortune as the United Kingdom’s favourite smoothie-maker, cornering about two-thirds of an already saturated market. They are currently shifting a couple of million smoothies a week, andContinue Reading “How One Clever Trick Helped Build Innocent Smoothies into a Multi-Million Pound Brand”

Psychology

Suit Yourself: Why Dressing For Success Really Does Work

When Mark Zuckerberg turned up to Facebook’s IPO dressed in no more than his signature hoodie, Wall Street investors were decidedly unimpressed.  ‘He’s got to show them the respect they deserve because he’s asking for their money’, sniped one irritated analyst. Even as he defended Zuckerberg’s behaviour, Business Insider’s Henry Blodget admitted that he was probablyContinue Reading “Suit Yourself: Why Dressing For Success Really Does Work”