How to structure a winning sales offer.

January 30, 2010 at 4:04 pm Leave a comment

Economists like to think human beings make decisions based on enlightened self-interest. Behavioral economist Dan Ariely disagrees. As marketers, we can count on “irrational” decisions to structure an offer that makes the best possible sale. The following video is 17 minutes long. Do yourself a favor and watch it.

Do you know why we so often promise ourselves to diet and exercise, only to have the thought vanish when the dessert cart rolls by?

Do you know why we sometimes find ourselves excitedly buying things we don’t really need? 

Do you know why we still have a headache after taking a five-cent aspirin, but why that same headache vanishes when the aspirin costs 50 cents?

Do you know why people who have been asked to recall the Ten Commandments tend to be more honest (at least immediately afterward) than those who haven’t? Or why honor codes actually do reduce dishonesty in the workplace?

By the end of this book, you’ll know the answers to these and many other questions that have implications for your personal life, for your business life, and for the way you look at the world. As a bonus you will also learn how much fun social science can be, and how to see more clearly the causes for our everyday behaviors, including the many cases in which we are predictably irrational.

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Entry filed under: CEO coach, key executive coach, marketing coach, sales, strategic planning.

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