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How to close a sales conversation

 

It's awkward, isn't it Bri?

That moment in a sales conversation when you have to ask for the deal? 

Or maybe it's not even a sales conversation, but a discussion with a colleague whom you are trying to get to make a decision?

In this video I explain:

  • The three stages of an effective sales conversation
  • The role that tension plays
  • What to say to close the sale

And why do I call it "conversion cutlery"?

Because as you'll see, the three stages relate to a spoon, knife and...

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Designing for how people use your product

 

Can I share something with you about my toilet?

It's about the buttons, which look like this...

If you wanted to use the half flush, which button would you press?

The button on the left, or the button on the right?

.....

The fact that I'm asking suggests there is a problem here, doesn't it? The correct button should be obvious.

And indeed, the button on the right, the smaller button, is for a half flush.

So why do I find myself continually pressing the larger button on the...

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A new way to think about habits

 

How are those promises you made yourself going?

You know, the ones about work, family or health?

Don't get dismayed if you've reverted to old patterns – it's natural to do that.

Those old neural pathways are well entrenched. The trick is to repeat your new behaviour so that new pathways form.

That's what I explain in this video.

I cover what happens behind the scenes when it comes to changing behaviour, and the two most impactful things you can do.

 


You might also find...

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The bible of choice research

 

In Book Bites I share my top three takeaways from a book I've recently read. 

This time it's "Elements of Choice: Why the Way we Decide Matters" by the godfather of choice research, Eric J Johnson.

I consider this the bible of choice research, and worth a read if you want to get into the detail of decision architecture. 

 

You can find the Book Bites series on YouTube here.

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How to display product options

Once the dominant streaming service, Netflix is haemorrhaging subscribers, losing market share to the likes of Disney Plus, YouTube and Amazon Prime.  

To shore up revenue, they have rolled the dice on a new ad supported "Basic" option.

Is this a good move?

That depends on the behaviour they are seeking to displace. Presumably this is an acquisition rather than retention strategy. 

That means they are seeking to win customers from streaming competitors,...

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How to be impossible to ignore

 

Bri shares her three top takeaways from Dr Carmen Simon's book, "Impossible to Ignore".

This is part of Bri's Book Bites YouTube series.

More about Carmen: https://corporatevisions.com/speakers/dr-carmen-simon/

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Why we stick with things too long (Focus on the sunk cost fallacy)

 

I was watching the popular TV series Lego Masters, and something one of the contestants said really got my attention.

Welcome to Focus On, a focus on a specific topic, business or issue for the month.

So what did she say that captured my attention?

“I’m just terrified I have spent this time building something that now won’t be used. I don’t want that to be wasted building time”.

This is the “sunk cost fallacy” - the predicament we find ourselves in...

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Metrics can warp performance

Does labelling a hole par four or five change golfer performance?

I wrote this blog in 2019, and thought it was worth revisiting because many people are in the thick of performance reviews and planning for next year.

Through a quirk of United States Golf Administration's (USGA) decision making, holes at Pebble Beach and Oakmont Country Club have been assessed as par four for some US Open tournaments, and par five in others. 

Same hole, different par.

This created a fascinating...

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The perils of normalising behaviour

 

Social norms are commonly used in business to persuade customers to take action. But too often, they are used incorrectly and end up backfiring.


For my Just Do This members last month, I delved into the mistakes that are easily made when it comes to normalising behaviour and what we should do to get them right.

In this clip I cover:

  • The two norming mistakes, including using statistics in the wrong way
  • How to provoke a reconsideration of the status quo
  • How a letter to Aussie GPs reduced...
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The easy way to journal everyday

 

Lots of people want to keep a daily journal, but don’t know what to write or find it becomes a bit of a hassle.

In this video I’m going to share the format that will make your daily journaling session easy, fun and repeatable.

PLUS, the behavioural science that makes it work.

Let’s get started.

While I use my favourite bit of tech, my reMarkable tablet, pen and paper is perfectly fine.

Simply draw a quadrant, splitting your page into four. In reMarkable, I’m using the...

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