framing

Both apes and humans prefer positive framing. Learn how to use that innate bias to sell more effectively.

Everything in conversion optimization comes down to the customer making a decision... Yes or no. That’s the clutch point in conversion optimization. Leading up to this decision is the process of decision making.

Book Review: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff Oren Klaff is an investment banker and deal-maker who, by his own account, has spent more than ten thousand hours…

Can an initial rejection actually help you get the "yes" you really want? Surprisingly, if you create the right first and second requests, it can. Persuasion expert Robert Cialdini conducted a classic experiment that demonstrates the…

Two Customer Types Taglines for products and brands are everywhere, but often they don't get the attention they deserve. A variety of research shows that one phrase slogans can have a profound effect on how customers see the product.…

If I gave you $50 with the following two choices, what would you do? Keep $30. Gamble, with a 50/50 chance of keeping or losing the whole $50. An experimenter posed that question to subjects, and found that 43% of the subjects…

Years ago, when The Tonight Show ruled late-night TV and when all the guests weren't celebrities promoting their latest book, movie, or TV show, host Johnny Carson interviewed the Girl Scout who sold the most cookies that year. This…

Which is scarier - undergoing a potentially fatal surgical procedure that has a 95% survival rate, or one that causes death in 1 out of 20 patients? If you are like most people, you would find the latter statistic far more worrisome, even…