The paradox of choice
If you want your customers to both buy quickly AND feel less regret after they buy, give them fewer rather than more choices.
The “Pain of Paying” Cheat Sheet
As we’ve become more cashless this year than ever before, we’ve inadvertently reduced our overall “pain of paying”. This is great news for companies selling products or services. But it has consequences for keeping our spending in check.
Transition costs may be hurting your sales funnel
Customers generally feel the pain of paying at a time when there are immediate transition costs, while at the same time there is uncertainty around any future benefits.
The Jedi Masters of Endowment
Display home sales teams are the ultimate Jedi Masters of Endowment.
Don’t let that anchor weigh you down
Be wary of the power of the anchor if you’re negotiating, whether it’s your salary, or buying or selling a product or service.
Living in Tomorrowland
It’s hard to get people to save for retirement today, but much easier to get their commitment to save tomorrow.