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Does Paper Outweigh Digital?

We know that viewing information on paper causes more emotional processing in the brain than the same information viewed on a screen (see Paper Beats Digital for Emotion), and there’s another way paper might be better: its weight. The idea comes from the same study that found that softer chairs increase negotiating flexibility […]

By |February 18th, 2011|

Seating Secret: How To Soften Up Your Prospects

If the last time you bought a car the salesperson offered you a soft, comfortable chair, there are two possible explanations:
  1) The salesperson was genuinely concerned about your comfort during a stressful negotiation.
  2) The salesperson knew you would pay more than if you sat in a hard chair.

That’s crazy, right? There’s no way that the firmness of your seat would change how much you’d pay for a car. If anything, a hard seat would make you eager to strike a deal more quickly, perhaps leaving money on the table. If that’s what you are thinking, you’d be wrong. […]

By |February 16th, 2011|

Heat Up Sales – With Coffee!

Meeting with a sales prospect in person for the first time? Think twice before you offer her a nice, ice-cold beverage. Instead, try a steaming mug of hot coffee to make the best impression. One of my favorite researchers, John Bargh of Yale University, found that the temperature of a beverage makes a difference in how a person judges another person: […]

By |February 19th, 2010|