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”