Self-serving bias is a cognitive bias in which people tend to attribute positive outcomes to their own abilities and actions, while attributing negative outcomes to external factors beyond their control. The best salespeople understand this bias and use it to their advantage to sell more effectively. Here are a few ways they do it: Appeal […]
The sunk cost fallacy is a cognitive bias in which people are more likely to continue investing in a decision or project because they have already invested a significant amount of time, money, or effort into it, even if it is not in their best interest to do so. The best salespeople understand this bias
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