What’s the one thing every salesperson struggles with?
Objections? Prospect’s fear of buying?
Or perhaps, their inability to make a decision?
Because, as it turns out, we’re not that good at making decisions after all. For example, when unable to make a call, we often select the default choice, regardless of what it is!
In this fantastic talk, behavioral economist and author Dan Ariely explains how we decide and shows examples how we can be manipulated into making a specific choice.
PREDICTABLY IRRATIONAL
Why do our headaches persist after we take a one-cent aspirin but disappear when we take a fifty-cent aspirin? Why do we splurge on a lavish meal but cut coupons to save twenty-five cents on a can of soup?
When it comes to making decisions in our lives, we think we're making smart, rational choices. But are we?
In this newly revised and expanded edition of the groundbreaking New York Times bestseller, Dan Ariely refutes the common assumption that we behave in fundamentally rational ways. From drinking coffee to losing weight, from buying a car to choosing a romantic partner, we consistently overpay, underestimate, and procrastinate. Yet these misguided behaviors are neither random nor senseless. They're systematic and predictable—making us predictably irrational.
