Following are a few more nuggets from Dan Ariely’s excellent book on buying behavior, “Predictably Irrational”: The first price that people hear for a product or service is likely to become an anchor – they will strongly associate the value of the product or service with that price – no matter how the price fluctuates in the future. Everything becomes relative to that first price. We assume something is good or bad based on the behavior of others. Is “everyone” buying someth

Much of the following from Dan Ariely’s fantastic book, “Predictably Irrational.” Knowing how people price shop—especially when it comes to relatively expensive items like high performance technology—is a significant sales advantage. Following are a few proven principals of comparison. Where possible, always offer comparison products and services, but be strategic about what you compare. People tend to choose the second best option – i.e. if there are three laptops for sal