’12 Sneaky Psychological Biases That Affect How You Sell’ – HubSpot
Mike Renahan says, “Have you ever seen a basketball team abruptly go ice-cold during a game? Out of nowhere, they’ve missed 13 straight shots and are down by 20 points. As the team heads down the floor for their next possession, you think to yourself, “This time they have to score. They’re due.”
In reality, the team isn’t more likely to make the next basket if they’ve missed the last 13. You’ve just succumbed to gambler’s fallacy: Thinking things in life will average out.
Our minds are naturally prone to these kinds of biases. And depending on the field you’re in, certain inclinations can play a huge role in your overall success. In sales, biases can be a rep’s worst nightmare. They can lead a rep to jump to inaccurate conclusions about a prospect or themselves, resulting in a lost deal.
Recognizing that we all have unique biases is the key to overcoming their potential negative effects. Below are 12 psychological biases we’re all susceptible to and how they affect salespeople”.
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