This article is from Eye on Sales with some key points about how our brains handle information (emphasis mine): It all goes back to how your brain is wired to work. Despite how advanced our technology has become, the brain inside your head is brilliantly primitive. There are really only three ways that our brain handles any information that it receives: If it’s boring or expected, the brain ignores it. If it’s too complex, the brain dramatically summarizes it. If it’s threatening, the brain makes you fight or run. So what you’re saying doesn’t really matter. Especially if the brain in the person listening to you is feeling threatened or… Read More
Continue ReadingThe Incredible Pitch
I’m traveling for business this week (I’m in Tewksbury, MA as I type) and heard a sales discussion in the lobby this morning. One salesperson was working hard to convince 2 others about, well, I’m not sure the exact pitch, but it did involve purchasing produce. Hear is what caught my ear during the salesperson’s pitch: Nobody knows more about tangerines than Jim… Absolutes = unbelievable. Absolutes like always, never, nobody, etc. trigger an effect in prospects to disprove or doubt it especially if they are not familiar with the absolute being stated. Jim may know more than anyone else, but I am skeptical. Instantly I start wondering about who… Read More
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