Don’t let sunk costs rule your business

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Watch out for the sunk cost trap.Contractor: “I hate our new CRM system system.”

Me: “What don’t you like about ...

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“Power and Persuasion: Behavior Science in the Energy Conservation Sector”

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Those who know me know my fascination with behavioral economics, including its implications in the energy arena. Often the connections have to be made in a general way, translating concepts to energy-efficiency. Other ...

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We’re All in Sales

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If you’ve seen me deliver a training or present on a related topic, you’ve likely heard me say that sales (and marketing) is not just something you do when you show up at a customer’s home for the first ...

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Dan Ariely’s Introduction to Behavioral Economics

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In a couple of posts this week, I’ve mentioned behavioral economics. Whether you’re in marketing, sales, operations, or management, there are important lessons from this field.

Although I mentioned it in a footnote earlier, it’s worth calling out ...

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Helping Your Customers Decide By Offering the Right Choices

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We like choices. Would you care for the red or white? An IPA or a Porter or a Bud Light? Maybe it’s the sense of control. There’s research suggesting that this is hard-wired into ...

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When Home Performance programs talk pricing, they often hurt the market

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Some efficiency programs do an excellent job undermining the market and the very contractors they’d like to enlist to make efficiency improvements. And when they start talking about pricing, most of the ...

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Ignoring Irrational Buying Behavior Means Fewer Energy Efficiency Purchases

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Predictably Irrational CoverCheck out Predictably Irrational by Dan Ariely.  Or just read his blog for ...

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Good information and financing don’t lead directly to buying energy-efficiency

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bad decisionsI heard it again last night from a couple of manufacturers who have a ...

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