How to profit from human behavior by giving choices
Hope you had a great weekend. I got some really cool pictures while I was away last week and I’ll try and post a few of them up over the next few days for you to see.
Today I want to share an interesting tid-bit about human psychology and behavior, that I recently stumbled across.
In a survey by Robert Half management Resources, 31% of all CFO’s (Chief Financial Officers) said integrity is the most important quality in a business leader. 27% said it’s experience, and 27% say it’s communication skills.
This is interesting in light of all the financial scandals that have dominated the headlines over the last decade. On the one hand you’d think if someone didn’t have integrity they couldn’t be a good leader, right? But on the other hand, if someone’s as honest as the day is long, but they can’t communicate anything… then what good is it?
Tougher question than it appears to be, isn’t it?
This is why questions like this aren’t as revealing as we often think they are. Because what happens in a situation like this is, when you’re presented with options, the only way you can possibly answer this question, is to compare each of these options to one another, not as absolute answers in and of themselves.
This works the same way when you’re selling something. Which is why you’re usually well-served to offer your prospects two choices. Because if left to their own devices and you only give them one choice, they may not compare the value of that one item, to something that is truly comparable.
But if you give them the comparable, you control the situation. And that usually means more money in your pockets.
Now go sell something, Craig
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