While the financial reward of being a good salesman has it’s
appeal, I’ve not historically been good at selling things to people. (Or at least that’s the story I’ve told myself!)
The last time I was trying to “sell” (as a career) was during the down economy in the early 2000s.
No one was buying, and I wasn’t making any money trying.
I’m an introvert, mostly — again, one of the things that I tell myself. I’ve practiced becoming more extroverted. I’ve intentionally put myself into situations where I need to be more extroverted.
One reason I’m drawn to persuasion because I see it as a way to interact with people. It allows me to better understand their motivations and behaviors, and to better connect with them. It pushes me to do so.
During my last trip to New York City, we visited the World Trade Center Transportation Hub, also known as the Oculus.
The stunning architecture of this sweeping building cannot fail to impress. The inside feels huge and open like a European cathedral. The outside looks like a pair of wings, flapping in multiple photographic exposures across the Manhattan skyline.
One thing that will forever stand out about the Oculus, however, was the doors.
Our choices are made in comparison to other options, and what we might lose or gain with these decisions. Unfortunately, all too often we don’t know the value of those options at all! For example, do you really know the price and quality of one television set over another?
If given a set of options, Ariely lays out the predictable choices in each: