SCHEDULING YOUR EFFORTS TO PERSUADE.

SCHEDULING YOUR EFFORTS TO PERSUADE. There is anecdotal evidence that is consistent with the statistical study of parole board decisions. A salesman once told me that traditionally a salesman would schedule his most important sales call of the day for right after lunch. He joked that salesmen did that so that they could have a drink to fortify themselves beforehand. Another explanation is that salesmen know their customers and make their important calls when the customer is ready to make a decision. Lawyers comment all the time on the consequences of the placement of their case on a court calendar. Often they can’t control the placement, but in the course of a trial they have some opportunities to make motions and present evidence when the judge or jury is likely to be receptive—often just after a recess.