In our previous episode, John Asher covered the 6 Most Important Cognitive Biases a Salesperson Must Overcome.
In this episode, John talks about the next six cognitive biases out of the 47 that pertain directly to sales and marketing:
- Status Quo Bias
- Rationale and Consistency Biases that go together
- Clear Distinction Bias
- Active Emotional Engagement Bias
- Commitment Bias
John also went over the best architecture of a customer story.
- Start with the buyer's need and any emotions expressed by them
- Relate the story directly to the buyer
- Include the details of how you helped them so they can see you were really involved
- Include the financial benefit the buyer got
- Tell the story about how the buyer's emotion was at the end.
----more----
Listen to the first part of this series here:
https://asherstrategiesradio.com/e/six-most-important-cognitive-biases-for-salespeople-to-master/
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