Why Stories Sell

We know that anecdotes can be a convincing way to sell a product, particularly if the story is told by someone we trust. (See Your Brain on Stories.) Evolutionary psychology may offer a reason. Human brains evolved when we had just two ways to learn about dangers and rewards in their environment: personal experience, and [...]

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Confidence Beats Competence

What are the ideal characteristics for a person in a sales position? Great people skills? Strong product knowledge? Add confidence to the list. Continuing a discussion started in Convince With Confidence, there’s more evidence that the average person finds a confident demeanor persuasive, even when the confidence may mask a lower level of competence.

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The Invisible Gorilla

Review: The Invisible Gorilla: And Other Ways Our Intuitions Deceive Us, by Christopher Chabris and Daniel Simons Before reading farther, watch this video if you haven’t already seen it: The Invisible Gorilla provides an interesting counterpoint to Malcolm Gladwell’s Blink. While Gladwell sought to show that our minds can perform remarkable feats of judgment, often [...]

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