Moneyball Selling, page 5

Bias # 4 – We are lazy Another devious bias to watch out for is the law of least effort.  We are inherently lazy!  We’re wired to take the path of least resistance.  So, if there are a few ways to go about a task, it’s human nature to choose the one that will need the...

Moneyball Selling, page 4

Bias #3 – We think we’re better than we are Many people think optimism bias may be the most important bias of them all.  At its essence, optimism bias is the sense we’re better than we really are.  It’s also called “the Lake Wobegon effect” of Garrison Keillor fame: “Welcome to Lake Wobegon, where all the women […]

Bias #3 – We think we’re better than we are Many people think optimism bias may be the most important bias of them all.  At its essence, optimism bias is the sense we’re better than we really are.  It’s also called “the Lake Wobegon effect” of Garrison Keillor fame:...

Moneyball Selling, page 3

Bias #2 – We focus on things that confirm our beliefs Confirmation bias is big.  It has us believing and focusing on the facts that support our beliefs and neglecting facts we don’t like.  For example, you are working an account you really want to win so you develop “happy ears”.  The customers talk and […]

Bias #2 – We focus on things that confirm our beliefs Confirmation bias is big.  It has us believing and focusing on the facts that support our beliefs and neglecting facts we don’t like.  For example, you are working an account you really want to win so you...

Keynote topics for 2019

“When the stars are aligned and nothing happens”  We’ve all been here, we think the deal is in the bag. Then, at the last minute they tell you “We’re just not ready to move forward.” This talk explores why selling against the status quo is so hard. Using content from...

Three reasons why “Tell me about your business?” may be the worst sales question ever.

For years, “tell me about your business” was a standard question for B2B sales people. Unfortunately, that time-worn and trite question is no longer viable. Here’s why: 1.      Personalization – Understand that B2B buyers are consumers too. When they go to, say, Amazon.com what do they find? Amazon knows a lot about them. They know their purchase history, what they like […]

For years, “tell me about your business” was a standard question for B2B sales people. Unfortunately, that time-worn and trite question is no longer viable. Here’s why: 1.      Personalization – Understand that B2B buyers are consumers too. When they go to, say,...