Loss Aversion: How Top Reps Close More With Psychology
Gong.io
DECEMBER 13, 2021
Risk aversion : When I think about risk aversion, I think about Reuben Feffer (played by Ben Stiller in the 2004 RomCom, Along Came Polly). Once you convince your prospect that the status quo means more pain and discomfort, the more likely they will turn to you to help them. Endowment effect. Status quo bias. We’ve got you covered.
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