Sales pitches
Minto Pyramid
Following the Minto Pyramid can help you structure your sales pitch in a way that is persuasive and effective.
Barnum Effect
Be aware of how salespeople may use flattering, broad statements to create rapport and influence your decisions.
Peak-End Rule
Highlighting the most appealing features of a product or service and concluding with a compelling call-to-action.
Similar Situations
Skinner's Superstition Experiment
Sales techniques: Use data-driven strategies to improve sales, rather than relying on "lucky" practices.
Osborne Effect
Automotive sales: Balancing the promotion of upcoming vehicle models with the need to maintain sales of current inventory.
Gambler's Fallacy
Sales performance: Recognizing the gambler's fallacy can help you avoid assuming that a string of successful or unsuccessful sales will predict future performance.
Fundamental Attribution Error
Sales and negotiation: Knowing the fundamental attribution error can help you better understand the motivations and actions of potential clients or partners during sales and negotiation processes.
Anchoring
Sales and promotions: Recognize when a retailer is using anchoring to make discounts seem more attractive by comparing the original and sale prices.
7-38-55 Rule
Sales Meetings: Persuading clients by emphasizing non-verbal communication to build trust and demonstrate enthusiasm.
Three R's of Growth
Online Retail Shop: Offer discounts to repeat customers, incentivize them to refer others through referral programs, and request reviews on product pages to boost sales from new shoppers.
In-Group Favoritism
Sales and negotiation: Knowing in-group favoritism can help you better understand the motivations and actions of potential clients or partners, avoiding bias in favor of certain groups.
False Consensus Effect
Sales and negotiation: Knowing the false consensus effect can help you better understand the motivations and needs of potential clients or partners, avoiding assumptions based on your own preferences.
Milgram Experiment
Consumer Rights: Empowering consumers to question authority figures (e.g., salespeople) when making purchases.