Cognitive bias can be at the root of some of the sales industry’s most frustrating problems. Customers who choose a more expensive solution, even though yours is better, and more cost effective. Buyers who choose the popular solution, even though yours is more suitable. At least from your perspective :)
Understanding how our brains work and the role of cognitive bias can help salespeople navigate these frustrating challenges. And, when you really understand the most important cognitive biases, you can harness them to help people make better decisions.
Inspired by Justin Wright’s “cheat sheet” for mastering 16 cognitive biases, we created one tailored for our industry: The 8 cognitive biases you need to master for complex sales.
Once you understand biases that affect sales, you can learn to counter and harness them. Corey Morewedge, distinguished faculty scholar at Boston University, specializes in decision making, consumer behavior, and social psychology. He developed a 5-step process for reducing the impact of cognitive bias on your teams:
Learn about cognitive biases
Learn about the “directionality” of biases
Get feedback on your decisions
Coach and train your people
Watch others making decisions
You can watch my video interview with Morewedge and read the write-up to dive deeper with this.
Then download our cheat sheet and share it to help you and your teams master the critical biases that impact complex sales. Finally, reach out and let me know what you think I left out. Which cognitive biases would you include on the cheat sheet?
George is the founder & CEO of Membrain, the Sales Enablement CRM that makes it easy to execute your sales strategy. A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. With the life motto "Don't settle for mainstream", he is always looking for new ways to achieve improved business results using innovative software, skills, and processes. George is also the author of the book
Stop Killing Deals and the host of the Stop Killing Deals