The insidious thing about biases is that they’re tough to identify. However, cognitive sales bias could significantly damage your profitability if left unattended. Therefore, it’s essential to be highly aware of sales bias so you can identify it in your team and your attitudes towards your products and your consumers. Here’s what you need to know:
Bias is what happens when our brains take shortcuts. Our brains constantly work to take in information, even when we’re not fully aware of it. To make sense of that information, sometimes our brains rely on faulty patterns to make decisions. These faulty patterns are based on past experiences, emotions, or personal preferences, not facts.
Psychology has over 100 different types of bias, which can be detrimental. Here are 5 sales bias examples demonstrating the relationship between psychology and selling.
Awareness of cognitive bias’s role in your sales process is the first step to overcoming it. While we’ll always be prone to various mental biases, we don’t have to let those biases control our actions. One example I remember is that many of my salespeople would only recommend products they could personally afford instead of more fully featured products that were more aspirational and a better fit for the customer.
As a business coach, I’ve helped numerous leaders and clients identify sales bias and develop effective sales tactics for their teams. Click here to register for a complimentary video coaching session, and let’s talk about psychology and selling in your business.
Coach Dave
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