Switch
by Chip Heath
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Heath and Heath argue that change fails when the rational mind and emotional mind conflict. Direct the rider, motivate the elephant, and shape the path to make switching easy.
- Published:
- Pages:
- 320
In the Conversation
In this collection, Switch references 3 other books and is cited by 2 other books.
It draws on Mindset, The Happiness Hypothesis and Influence.
It’s picked up by To Sell Is Human and The Challenger Sale.
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What Switch Draws On
3The books Heath references and why each one mattered to the argument.
What Other Authors Say About It
2The exact passages where other authors bring up “Switch” and what they take from it.
Draws on the Heath brothers' Switch when explaining how to move resistant buyers by shrinking the change and scripting critical moves
Builds the Commercial Teaching pitch on the Heath brothers' Switch framework, using surprise and contrast to dislodge customer assumptions before introducing the supplier's unique strength
Intellectual Lineage
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