Learning Nugget 16 - Overcoming Bias
“If you want to bring a fundamental change in people's belief and behavior...you need to create a community around them, where those new beliefs can be practiced and expressed and nurtured.” - Malcolm Gladwell, The Tipping Point: How Little Things Can Make a Big Difference In Learning Nugget 15 we explored our own bias, the underlying cognitions that drive our decision making, judgement and actions. "We think, each of us, that we're much more rational than we are. And we thi
Learning Nugget 15 - You're Biased
As brutal as this might sound, you’re biased. Don’t believe me…read on. Look at the diagram below. What’s missing ? Say it out loud. Scroll down…. Keep scrolling....... almost there........ Well do you think you were correct ? You probably said three (3)…..correct ? What’s actually missing is context. If I actually said, on our digital clock, what’s missing, you likely would have said : If I said what’s the fractional representation of 12 over 45 you would have said the /
Learning Nugget 13 - How Ice Cream affects your sales judgement
I like Ice Cream…….Ice cream will make me fat I like Ice Cream……it’s healthy to have a high calcium rich diet The truth behind what selling is really is We often believe that sales is about convincing a customer to buy our product or service. News flash. It’s not. It’s about helping them achieve better business outcomes, and in doing so reach a state of cognitive consonance Cognitions, they underpin everything we do, every decision we make and action we take. Your clients
