Regardless of how innovative, ingenious, or remarkable your product or service is, they don’t typically sell themselves, so sales is a crucial business function for all businesses. As such, business owners need to understand the nuances of sales and marketing in order to create a viable, documented sales system that’s easy to manage, before delegating […]
Negativity bias is a cognitive bias in which people tend to give more weight to negative experiences and information than to positive ones. The best salespeople understand this bias and use it to their advantage to sell more effectively. Here are a few ways they do it: Highlight the customer’s pain points: The best salespeople
The best salespeople can use availability heuristic to sell more by appealing to the customer’s tendency to rely on readily available examples and information, rather than seeking out more comprehensive or representative data. For example, a salesperson might use vivid or memorable examples of successful customer experiences, or highlight recent news articles or social media