selling

Adjective Power

Compelling, emotion-rich adjectives can give bland copy a major boost in effectiveness. (Just like the start of that sentence!) I was reminded of this while viewing a Panera menu. Which do you think sounds more appealing:

 

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When Are Consumers Most Receptive?

If the workers who built the Pyramids were paid wages, undoubtedly nearby vendors knew when to exert maximum effort: payday. A person with a fresh supply of money is far more likely to spend liberally than one who’s nearly tapped out. Beyond the obvious fact that only people who have money can spend it, it turns out there is a more subtle and complex change in our spending related to when we are paid.

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How to Optimize Your B2B Marketing and Sales with Online Video

Online video is exploding. Any B2B marketer concerned with marketing ROI and sales enablement needs to know how and when to use it.

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Seating Secret: How to Soften up Your Prospects

If the last time you bought a car the salesperson offered you a soft, comfortable chair, there are two possible explanations:

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Choice Fatigue

Your brain gets tired, and one fatiguing activity is making choices. Various studies show that as people make more decisions, their subsequent decisions are rushed or they don’t decide at all.

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The Last Name Effect: Why Zimmerman Is Impatient

WARNING: If your last name starts with a letter from R to Z, you may be more susceptible to urgent-sounding sales pitches.

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The Buzz Discount

When did it become marketing orthodoxy that commanding more time and attention from consumers is good for brands?

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The Lost Art of Selling

The holiday season is upon us and retailers are gearing up for the increased sales volume.  One way they’re doing so is hiring more salespeople. In a piece in the Wall Street Journal, Karen Talley reported the retail industry added 28,000 positions in October, according to figures from the Labor Department. Macy’s Inc. is reportedly adding 65,000 seasonal employees nationwide to stores, call centers and distribution centers, while Kohl’s Corp. will hire over 40,000 seasonal staffers.

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How Taylor Swift Hit the Target Bullseye

Yo Taylor, I'm really happy for you, I'ma let you finish, because you have one of the bestselling albums of the past five years. Not to get all Kanye about it, but Taylor Swift's new record "Speak Now" just sold 1 million copies in one week -- only the second time that's been done in the past five years.

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Six Selling Secrets from Magicians

If you think that magicians and neuroscientists have little to talk about, you’d be wrong: both deal with issues like attention and consciousness, albeit in a different way. And, as it turns out, marketers can learn from both groups, and in particular, from understanding why magicians can fool us even when we are trying to pay attention.

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