Underselling, Knowingly

A half-hour delay in my flight from Heathrow recently offered me some unexpected time to browse the stores at Terminal 2. I had hoped that some Christmas gift ideas would reveal themselves to me. Somewhat selfishly, however, I ended up looking for something for myself in the men’s clothing department of John Lewis’s. I lifted a printed shirt from the rail and searched the underside for the garment label. A store assistant, recognising that I need good light to see anything these days, gestured for me to move towards him where the light was better. Continue reading

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Stimulus interruptus

A patient, when offered the opportunity to take a break midway through a painful medical procedure will often accept the offer. However, a spa client offered the chance to take a short break during a relaxing massage session will typically refuse. In each case, the people on the receiving end of these experiences intuitively believe that they are improving their happiness with their choices. But do they? Continue reading

In Sales, it Helps to Look the Part

Strasbourg played host to the Independent Wine Producers and Wine Fair last weekend. It was a great event: it not only gives wine-lovers the chance to sample hundreds of wines from every French wine region, it also provides an opportunity to meet the independents vintners who do the cultivating, the harvesting and the fermenting. Such encounters are often the starting point for lifelong relationships between wine producers and their customers.

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