• Top Cognitive Biases for Salespeople to Master: Seven Through Twelve

  • 2022/09/28
  • 再生時間： 26 分
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Top Cognitive Biases for Salespeople to Master: Seven Through Twelve

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  • In our previous episode, John Asher covered the 6 Most Important Cognitive Biases a Salesperson Must Overcome.

    In this episode, John talks about the next six cognitive biases out of the 47 that pertain directly to sales and marketing:

    • Status Quo Bias
    • Rationale and Consistency Biases that go together
    • Clear Distinction Bias
    • Active Emotional Engagement Bias
    • Commitment Bias

    John also went over the best architecture of a customer story.

    • Start with the buyer's need and any emotions expressed by them
    • Relate the story directly to the buyer
    • Include the details of how you helped them so they can see you were really involved
    • Include the financial benefit the buyer got
    • Tell the story about how the buyer's emotion was at the end.

    ----more----

    Listen to the first part of this series here:

    https://asherstrategiesradio.com/e/six-most-important-cognitive-biases-for-salespeople-to-master/

    続きを読む 一部表示

あらすじ・解説

In our previous episode, John Asher covered the 6 Most Important Cognitive Biases a Salesperson Must Overcome.

In this episode, John talks about the next six cognitive biases out of the 47 that pertain directly to sales and marketing:

  • Status Quo Bias
  • Rationale and Consistency Biases that go together
  • Clear Distinction Bias
  • Active Emotional Engagement Bias
  • Commitment Bias

John also went over the best architecture of a customer story.

  • Start with the buyer's need and any emotions expressed by them
  • Relate the story directly to the buyer
  • Include the details of how you helped them so they can see you were really involved
  • Include the financial benefit the buyer got
  • Tell the story about how the buyer's emotion was at the end.

----more----

Listen to the first part of this series here:

https://asherstrategiesradio.com/e/six-most-important-cognitive-biases-for-salespeople-to-master/

続きを読む 一部表示

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