Description

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/