Episode notes
At Studio Herbage we train on the phones every week of the year, and what I hear most is a price said out loud and then explained. This episode turns the honest accounting of the last one from the flowers onto the people who sell them, and then onto me: the pocketbook frame every salesperson brings to a call, and the frame I carried through my years building arrangement and bouquet programs in the mass market, before I understood that what I was paid and what I had contributed were two different numbers.
Written and read by James Dempsey, AIFD, CFD, owner and creative director of Studio Herbage Florist in Johnstown and Malta, New York.
Research referenced:
Singh, Marinova, Singh & Evans (2018), Journal of the Academy of Marketing Science, on salesperson behavior in recorded sales conversations.
Lally, van Jaarsveld, Potts & Wardle (2010), European Journal of Social Psychology, "How are habits formed: Modelling habit formation in the real world."
Read the full essay: https://www.studioherbageflorist.com/blog/10-04-2026/The-Frame-We-Cant-See