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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/

Top Cognitive Biases for Salespeople to Master: Seven Through Twelve