I heard about a very interesting idea tested by the owners of a rest home in Düsseldorf, Germany. Worried about Alzheimer’s patients who would wander off, and not wanting to make the home feel like a prison, they simply placed a fake bus stop outside. As they expected, disoriented patients would calmly wait at the bus [...]
I’ve been reading an excellent book, Wombat Selling by Michael Hewitt-Gleason. The core idea is elegant in its simplicity:
You don’t close the sale with your customer. The customer closes the sale.
I imagine this strikes you either as confusing, or as “duh!” obvious. Let me expand further, because it can entirely change the relationship you have with your customers.
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