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Oversubscribed: How to Get People Lining Up to Do Business with You by Daniel Priestley

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Principle 4Buying Environments Create Buyers

People don't buy for logic or reason; they buy because the conditions are right. Buying behaviour is stimulated by the buying environment.

I did an event in Australia where I gave a two-day masterclass on the topic of creating “Campaign Driven Enterprises”. Rather than releasing the tickets, I advised the promotional team running the event to use one of the principles we teach at that workshop called “transparency of movement”. It works like this: we sent out a Facebook post asking a group of people if they would be interested in attending the workshop at a price of $795. We explained that the workshop was only for 60 people in both locations because it was designed to be highly interactive. We ...

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