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Sales Secret: The Best Time to Close

Want to close a sale? When choosing a time to meet with your customer, don’t just take the first appointment time offered to you. A recent study looked at decisions by judges, and revealed startling differences in […]

By |August 31st, 2011|

What’s Better Than an Excited Customer?

Think the way to sell more is to have a frenetic pitchman whip customers into a buying frenzy? Actually, relaxed customers are bigger spenders. A new study that will appear in the Journal of Marketing Research found […]

By |August 8th, 2011|

Time to Get Touchy?

If you are in sales, do you touch your customers? In these litigious days, perhaps not. But there’s research that shows a woman’s light touch on a subject’s shoulder caused a change in risk-taking behavior. (Sorry, guys, it only worked for female touchers.) Research by Jonathan Levav of Columbia University and Jennifer Argo of the University of Alberta explored the relationship between being touched and subsequent behavior: […]

By |August 3rd, 2010|

Some Learn From Mistakes, Others Don’t

In Managing by Mistakes, I wrote about the power of learning from mistakes. Some of the most successful individuals in different fields credit relentless focus on even small mistakes with their high achievement. Researchers at Columbia University divided student subjects into two groups, “grade hungry” and “knowledge hungry” based on a short survey, reports Newsweek’s NurtureShock column, and then tested them with general knowledge questions. The researchers immediately provided feedback as to whether the subject was right or wrong, and showed the correct answer. The brain activity of the subjects was monitored using EEG caps. The differences in the way the subjects handled the feedback was striking: […]

By |December 21st, 2009|

College Branding

It was pure serendipity that I read Brand Immortality by Pringle and Field on my way to a conference where I was to speak about branding to a group of enrollment executives from colleges and universities. It wasn’t a giant “Aha!” moment, but I realized that institutions of higher education represent the longest-lasting brands in our relatively young country.

The authors of Brand Immortality begin their book trying to defeat the notion that brands are transient and have a life cycle much like individual products. They would get no argument about that from most university trustees and administrators, who preside over institutions that have maintained the same name for decades or even centuries. And, make no mistake about it, colleges and universities market themselves – many to survive, a smaller number to thrive. What strikes me as odd is despite the amount of money that most colleges spend on direct mail, print and web advertising, social media marketing, and many other categories, how little they focus on branding. […]

By |July 17th, 2009|

Pain, Fear, and Vicarious Learning

Why do people react with fear when they see a snake, even though they have never been bitten by a snake or even had much contact with the reptiles? New research shows that the same areas of the […]

By |March 22nd, 2007|