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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|

Choice Fatigue

Your brain gets tired, and one fatiguing activity is making choices. Various studies show that as people make more decisions, their subsequent decisions are rushed or they don’t decide at all. One study, by Ned Augenblick and Scott Nicholson of Stanford, analyzed voting patterns in a California county. They found that the lower on the ballot an item appeared, the more likely the voter was to not make a choice or to use a shortcut, like picking the first choice or voting to keep the status quo. […]

By |February 14th, 2011|