Cognitive Bias in Sales – The DECOY

IN EARLIER articles, I’ve written about how cognitive biases can influence the sales process – but we’ve barely begun looking at the TYPES of cognitive biases anyone in sales (or in business) may confront every single day.

Whether you are a solopreneur, a small business owner, a service professional, or part of an executive leadership team – we are talking about something that can have a HUGE IMPACT on the sales process.

It could even be said that understanding this kind of information is what sets the 20% of upper level performers (those who make 80% of the sales) apart from (and out in front of) the rest of the pack.

NOW, here’s the thing: sometimes you hear it said that someone is a ‘natural salesperson”. What is probably more accurate is that the person who seems to be a ‘natural’ really just seems to instinctively understand the processes at work when cognitive bias affects sales.

Really good news: Even if you aren’t a natural at sales – you can learn!Click To Tweet

Why YOU need to know about cognitive bias

You may have a FEAR of sales. You may dislike … dare I say, even HATE sales … but that doesn’t change the fact, one iota, that you are selling SOMETHING every day.

I encourage the people I counsel to EMBRACE the SALES PROCESS. After all, nothing can help you reach your business goals quicker than boosting sales.

Nothing.

So let’s go talk about another manifestation of cognitive bias – and let’s continue that track for another few articles.

I BELIEVE: If you will commit to studying, learning, and putting into practice the things you learn here TODAY – your sales can’t HELP but increase.

(To brush up on the hows and whys of cognitive bias, READ THIS.)

Here we go…Continue reading