So what was it about holding the item that cinched the sale? It’s called the endowment effect, and it basically says that people value things more when they own them. It’s tied in with the idea of loss aversion, which is that people would rather avoid loss than acquire. The endowment effect rocked some worlds [...]
Archive for sales
Sales Psychology, part 2
By Lynn on September 26, 2011
Categories : sales techniques & tips
Tags : sales, salesmanship
Sales Psychology, part 1
By Lynn on September 24, 2011
Are you worried about losing sales to the Internet? You have an In-Store advantage – and if you’re not using it, you’re missing a great opportunity. The key is to understand the psychology of what makes people buy. The day I decided to purchase my first MacBook was a big step for me. I had [...]
Categories : blogposts, sales techniques & tips
Tags : sales, salesmanship
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