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|

Walmart CEO Confirms Payday Timing Effect

A surprising commentary by Walmart CEO Mike Duke reinforced the theory that less affluent consumers operate on a payday-based buying cycle (see When Are Consumers Most Receptive). According to Duke, “Purchases are really dropping off by the end of the month even more than last year.” Walmart shoppers often are paid at the beginning of the month and stock up on goods then. […]

By |April 28th, 2011|

When Are Consumers Most Receptive?

If the workers who built the Pyramids were paid wages, undoubtedly nearby vendors knew when to exert maximum effort: payday. A person with a fresh supply of money is far more likely to spend liberally than one who’s […]

By |February 25th, 2011|

“Want” vs. “Should” – It’s All in The Timing

Everyone is familiar with the want vs. should conflict. Do you order the loaded cheese fries as your side dish, or the steamed broccoli? You want the greasy fries, but you know you should order the broccoli. […]

By |August 31st, 2007|