Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology

Strike While the Iron’s Hot (or Not)

There is some truth to the sales advice that you need to strike while the iron’s hot (i.e., get someone to make a decision right away), but research suggests that the reason may be the over-analysis that occurs when people think about a decision, not the time that lapses.

If someone does not continue to think about the choices but instead allows the options to simmer on the back-burner, allowing their unconscious mind to process the information, they tend to be happy with their choice.

Thinking about hiring you isn’t good

When people tell you, “I’ll think about it,” you know that is not a good thing—not just because they aren’t committed to hiring you right away but because over-thinking leads to less optimal ...