Are You Always Right?

I’m right.

You’re wrong.

Think back over the past couple of weeks and consider this tell-tale question: In your relations with others — how often were you right (and they were wrong)?

Be honest, now.

This is information for your ears only. You don’t have to share it with anyone.

Are you right MOST of the time?

How often do you tell someone (and really mean it)… “You’re right. I’m wrong.”?

We don’t realize how wrong we often are

The mind (your mind and my mind included) is a marvelous tool. It is way more powerful than ANY computer, and it deals with an enormous amount of information CONSTANTLY.

Temperature, motion, color, names, plans, weather, body functions, hearing – your mind monitors EVERYTHING and filters out the inconsequential.

The enormity of the data your mind processes is definitely ‘mindboggling.’

But the mind is SO SMART that it often outsmarts itself. (Does that ring a bell at all?)

The enormity of the data your mind processes is definitely ‘mindboggling.’Click To Tweet

Your mind values quick over correct

To deal with the never-ending onslaught of data being presented, the mind develops short-cuts — “biases,” if you will.

Cognitive biases (i.e. “thinking preferences”) help the mind cope.

For instance, have you ever driven somewhere familiar and realized you don’t even REMEMBER the trip? Do you ever set something down and not remember where you put it?

Those instances (typically) aren’t indicators of ‘old age’ or memory loss — rather, they happen because the mind is on autopilot, taking care of business, doing things by rote rather than tying up precious attention span.

You see, when the mind has to STOP and FOCUS, it’s tough. Real, serious thinking is hard work. We tend to avoid it as much as possible.

Don’t miss this: The way we avoid ‘real thinking’ is by using cognitive bias to make it ‘feel’ like we are thinking. MUCH of what passes for deliberate, rational consideration is (in fact) the comfortable, well-worn feeling that comes from relying on cognitive shortcuts.

By the way, do you remember THESE?

Over the past several weeks, I’ve focused on identifying various manifestations of cognitive bias and suggested ways each might apply to sales.

Here are the points covered thus far:

  1. We talked about ‘neuromarketing’ and how important it is to why people buy (Read more about neuromarketing by clicking here)
  2. We talked about the importance of sales psychology to Trust-Based Selling (Click here to read more)
  3. We looked at how the mind can both help and hinder sales. We introduced mirror imaging bias, anchoring bias, and recency bias (Find out more by clicking here)
  4. We got down to the nitty-gritty and introduced the decoy effect and how savvy sales teams are using it to increase revenue from sales (Click here to see that article)

That brings us up to today – and I find myself at a bit of a conundrum: From remarks received, I know SOME of you see this series as of real value to your life – both personally and at work.

I’m wondering about the ‘silent majority’ though. Are you getting value from these articles on sales psychology? Am I explaining the terms and ideas in a way you can understand and apply?

Please let me know – whether by emailing me directly OR by leaving a comment below. Would you do that for me?

My primary aim is to deliver content you read, gain from, and are able to apply!

Comments

  1. Your material is so good, Deb, that I ALWAYS read it (which is more than I can say for most if not all newsletters.) Even if I don’t understand everything, there are so many nuggets, that I save your newsletters and never delete them until I’ve had a chance to sit quietly and read what you say.

    • Debbie White :

      Ridgely, you are a great student… and even better — you have always implemented my suggestions 🙂

Speak Your Mind

*