In 1999, Tanya Chartrand and John Bargh conducted experiments that provided the scientific basis for describing the ‘chameleon effect,’ a social influence tool. They studied imitation, which is a natural human behavior - in the first days of life, newborns begin to imitate those around them, and as adults we tend to like people who behave similarly to ourselves. Based on these observations, a sales...
Price is one of the main elements which determine whether the customer decides to buy a specific product. How can you present prices in order to convince the customer to buy? Here are a few examples of how to achieve positive customer perceptions through appropriate price presentation.
They used to say, ‘sell or die.’ Today we more often say, ‘make yourself stand out, then let the customer do the buying.’ This new direction in sales is both more optimistic and a little scary at the same time. While for years we have mainly studied‘hard’ techniques for making sales, we haven’t managed to develop soft skills to get to know both ourselves and the people we sell to. Emotional intelligence...
Add to favorites - this option is only available for active subscribers.
Full website functionality, excluding the possibility of downloading PDF editions.