Decisions and Biases

Preparing Your Business For A Natural Disaster

Parts of this post are excerpted from an email sent out on August 30th. Our thoughts continue to be with everyone impacted by recent weather events. A major disaster is not the time to try to figure out “Wait, what is going to happen to my business?” I don’t just mean that when your house is…

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Are You Asking Too Much of People?

I stared at the ticket website on my phone.  Then called out to my husband – “I absolutely cannot make one more decision.” We had arrived in Oslo, Norway, and pulled up to our Airbnb in a rental car.  We wanted to go downtown to see an art museum, so I found the public transit…

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Is It Time To Change Your Packages?

Kenneth Cole said something interesting in Forbes this month. He learned quickly after starting a footwear company that his job isn’t just to “create great-looking shoes.” He had to find out what people wanted to wear, then give it to them – just in his own way. This mental shift is elegantly simple – but…

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Why Do People Always Pick My Middle Package?

Actual subject line that landed in my inbox: “Help me solve a sales mystery, please?” Well, fetch me my cape, Watson!  There are games afoot! (Obviously I watch too much BBC.  Also, I like good subject lines.) The email: I know there has to be an answer to this quandary, I just can’t find it.…

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Can You Get Someone To Want To Pay More?

When you go to sell something, there’s a piece of psychology that presents a problem. Most people aren’t even aware that this problem exists.  Let alone how to fix it.  But now, YOU will. It has to do with the way a client thinks about how much what you sell is worth. Specifically, the point in time that…

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