Graeme Newell

Author name: Gel Baring

Loss Aversion

Want to seriously up your close rate? Then stop being so darned positive. We love talking to prospects about the BENEFITS of our products, simply because it’s a more pleasant conversation. It’s just more fun to endlessly blather on about the rosy future our product empowers.

Cobra Effect

The city of Chicago had a big problem. Street trash was everywhere. So the city came up with a brilliant plan: start paying everyday people to collect street trash. But crafty citizens started gathering trash from one neighborhood, then quietly depositing it in another. They had inadvertently incentivized people to drive around the city, moving trash from one place to another.

Self Sabotage & Your Subconscious Brain

Who built these mutations? Box checkers, passive-aggressive people who don’t really care if things are done right. All they want is to stop working. And we can count on our subconscious brain to act with similar malevolence whenever we attempt to brute force an overly ambitious behavior change.

The Texas Sharpshooter Effect

They never miss. A perfect toss every time. We could all be easily fooled into believing that the “Dude Perfect” guys have extraordinary coordination and timing, but what we’re not seeing are the thousands of failed attempts.

The Primacy Effect

Why do most of us tend to pick A and not B? It’s because our brain gets caught in a bit of a TRAFFIC JAM. When I threw choice A at you, your brain instantly got busy analyzing. But your tired brain wasn’t done processing choice A, when all of a sudden, choice B comes barreling down the line. Because your brain was still preoccupied with A, B never really got your full attention and consideration.

Avoid Temptation

Most of us envision our brain as a lot like a computer – a big collection of electrical circuits. But our brain isn’t just ELECTRICAL, it’s also CHEMICAL. For example, when we get scared, our brain signals the release of adrenaline which increases our heart rate, raises our blood-sugar level, and oxygenates our blood.

Muscle Memory

When we build muscle memory our brain constructs new pathways to control our muscles, vision and other senses. Building muscle memory is hard to do because we are linking parts of our brain not accustomed to working together.