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Behavioural economics and consumer psychology distilled into helpful little gems for sales pros.
We’re more motivated to reach a goal with an uncertain reward
Lucky Loyalty Effect
Random rewards feel more likely, the more we spend
Sunk Cost Fallacy
We’re reluctant to pull out of something we’ve put effort into.
Anchoring Bias (or Focalism)
We tend to rely too heavily on the first piece of information seen.
Once a prospect has agreed to a small request they are more likely to agree…
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