cognitive-biases-influence-buying-decision Sales Related Topics 
Janek Performance Group
JANUARY 4, 2023
A sales rep recently complained, “We had the better solution and price, and we still lost the sale.” ” These missed opportunities leave sales reps wondering if the prospect was even listening during the presentation. The more we succeed, the more confidence we develop in our decisions. Confidence Bias.
InsightSquared
APRIL 3, 2019
Our biases can make us do silly things. Our biases can also be leveraged to influence our decision-making. The best sales professionals and marketers understand how important it is to study human psychology and use that knowledge to create stories, messages and strategies that drive results. That’s price anchoring.
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Sales Hacker
MARCH 26, 2019
Sales will always be a persuasion game, but the biggest obstacles to success are actually cognitive biases rooted deep in the human brain. But in modern times, these adaptations can cloud judgment and decision, preventing meaningful progress from being made. Salespeople confront these cognitive biases on a daily basis.
Sales Hacker
JUNE 16, 2020
This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky , an internationally recognized thought leader known as the disaster avoidance. Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies.
Sales Hacker
MARCH 8, 2021
It’s a complex and elusive process because sales doesn’t exist in some mathematical vacuum. Nonetheless, we develop process and forecast models to make sense and predict a sale’s future. Setting up what I call a “sales ladder.” We are at a turning point in sales history. P eople are part of the process.
Sales Hacker
APRIL 8, 2020
In fact, 57% of the purchase decision has been made before a customer even calls a supplier. Because when you’re helpful, it’s easier to gain trust , and when someone trusts you, they’re more willing to buy. In fact, 74% of consumers rely on word-of-mouth before making purchasing decisions. Today, customers wield all the power.
Hyper-Connected Selling
SEPTEMBER 10, 2019
The answer depends a lot on where you were living when you first looked into buying a house. And it’s been shown that those initial anchors have a way of hanging on as we make future purchasing decisions. Anchoring is a cognitive bias that has been studied by behavioral psychologists for the past 50 years.
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