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jonathan levav

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 outcomes at different…

Prediction Power: Asking Gets Results

Are you telling customers to buy your product? Maybe you should be asking them about their intentions instead. Research shows that if you want to get people to do something, you should ask them to predict if they will do it. An affirmative…

Time to Get Touchy?

If you are in sales, do you touch your customers? In these litigious days, perhaps not. But there's research that shows a woman's light touch on a subject's shoulder caused a change in risk-taking behavior. (Sorry, guys, it only worked for…