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The Psychology of Sales. To Discount or not to Discount?

Every January, many of us make New Year’s resolutions promising to change our behaviour, often to a healthier lifestyle. Yet whilst we’re all laying off the booze, cutting down on carbs, and toning up the tummy, high street retailers and their January sales who can be...

How People Make Decisions and Why They Make Bad Ones

Nowadays,  it’s all too easy to discover that your flight, leather sofa, or 42 inch plasma TV is now £100 cheaper. Which means that making a decision is not only tougher than ever, but also comes with more chance of regret. In fact the digital revolution has changed...

Improve Your Shopping and How to Choose

If you’ve ever struggled to decide which present to buy family and friends, join the club. It’s not easy thanks to the huge array of creative gifts available nowadays. Although we all think we like a wide selection of options, it’s the enormity of choice that often...

How to Tell When Someone is Lying

The beauty of always being honest is that you don’t have to recall what you said to someone. Whereas whenever you lie, you always have to remember in case you’re asked again. There are the deceitful whoppers often designed to save a bit of money, and the little white...

All You Need to Know About Time Management

Getting things done? It’s about time. People often ask me the secret of good time management and I always reply with the same words. ‘Ask me another time I’m running late.’ Only kidding. Good time management lies in the ability to distinguish between the important and...

Why Money isn’t Necessarily the Best Incentive

Paying big bonuses doesn’t always lead to better performance In recent times, a lot of criticism has been aimed at top executives and their exorbitant salaries. Much of this has been directed towards the banking sector where bonus payments seem to bear no relation to...

How to Get Your Own Way More Often

Serve coffee. The next time you’re offered a drink in a business meeting, think carefully before choosing between a cup of coffee and a glass of water. Because research suggests that a shot or two of caffeine does more than just keep you awake and alert; it can...

How to Influence Groups Of People

If you’ve ever been the new kid on the block, you’ll know how difficult it is to have your views accepted by the ‘established group’. For instance, imagine you’ve joined a new company and you’re attending a think tank to discuss a problem which is new to them, but old...

Why We Like Expensive Things

You get what you think you pay for………. It’s often said that here in the UK we’re a nation of shoppers Every week our high streets and shopping malls are packed full of people eager to consume goods. So you think we’d be pretty good at it. But according to the latest...

How to Use Your Body Language to Your Advantage

The Chameleon Effect. It’s the sincerest form of flattery. It’s well-known that our body language influences how other people perceive us. Striding purposefully into a room to deliver an important presentation gives you an air of confidence that the butterflies in...

The Importance of the Counter Argument in Persuasion

The ability to persuade people to see or do things your way is an essential skill in business. From finding a backer for your venture, right through to persuading middlemen and consumers to buy your product requires a well thought out and convincing argument. But it...

How to be Liked by More People

However, it’s also true that people disclose more to those they like. So if that nutter on the train happens to be a major buyer in your industry it’s probably best to smile politely and hear him out. Similarly, people tend to prefer those to whom they have made...

The Most Successful Technique to Persuade Someone to Buy

There’s one persuasion technique that has been consistently shown to work in almost any situation. It’s very practical, can be used by anyone and doesn’t involve a carrot or a stick. In the U.S. it’s known as the 'But You Are Free' technique. Over here, we’d probably...

‘You Don’t Know Who I Am; You Just Think You Do’

There’s a saying that you should never judge a book by its cover. Naturally, this isn’t something that book cover designers embrace too readily. However, for the rest of us, it’s a reminder that you should never form an opinion about something or someone based on...

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