Understanding the Three Types of Buyers In this episode, we go over the three types of buyers. Neuroscientists have discovered that people “spend till it hurts” and can be categorized into different types. The three types are separated by their pain level when it comes to spending money. Spendthrifts are the buyers/spenders with the highest…

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Give Your Customers a Label Be sure to give your customers a label. Be sure it contains a powerful word that will make them more likely to feel an invisible pressure to live up to the label.  Labeling and calling people “Active Listeners” will psychologically make them more likely to be active listeners. We like…

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Always Have a Minimum Offer It is imperative to have a minimum offer for customers. Here’s why. When people have to spend any amount of time thinking about something it can create “action paralysis” causing them to shut down and not make a decision, they may even put it off and never actually make it. …

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Intrinsic and Extrinsic Motivation in Use Today w are discussing the differences and often misunderstood intrinsic and extrinsic motivation. Many people believe that they are motivated by money, this is a misconception. Money is only a means to an end. It is a tool for getting what people really want and motivates them. Money is…

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Welcome to the 12th week of the Podcast. This week we talk about the Information Gap Theory. Developed by George Loewenstein in the early 1990s, this theory suggests that people will have a desire to fill in a gap in the knowledge between the information they have and the information they find out they are…

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This week we talked about the psychological principle of Scarcity. When things are harder to acquire, and the supply is limited, they become more attractive.  How to use this to grow your business: You can limit the number of available products or services. You can limit the window of opportunity to purchase your product or…

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Authority People are hard-wired to listen and obey authority figures. We are taught at a very young age to respect elders and obey those who appear in charge. We assume that people in uniforms are in positions of high-statice. People whose opinions we value have authority over us. We need to be more mindful of…

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Let’s take a quick look at the concept of liking. It isn’t much wonder that we are more likely to purchase from or support a person or business we like over one we have no connection with. Spend the time and energy to make connections with your customers and clients. If they like you, they…

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