Make a Crazy Request, Close the Deal

When salespeople hope to close a deal, they may try doing favors for the client. In fact, scientists who study human behavior know that the opposite strategy can work: if you can get someone to do YOU a small favor, they are much more likely to grant a bigger one. This has been shown to [...]

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What Don Corleone Could Learn from Guy Kawasaki

When someone thanks you for doing them a favor, there are any number of stock ways to respond. “No problem.” “It was nothing.” And, of course, “You’re welcome.” For some situations, though, there’s a phrase that beats the common replies that we toss out. One of my favorite bits in Guy Kawasaki’s Enchantment is a [...]

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