7 Psychological Reasons Prospects Don't Buy & More Sales Articles You Might've Missed This Week

Emma Brudner
Emma Brudner




Why do we do the things we do? Most people would say they make decisions after careful deliberation -- or at least a minute or two of reflection. But over the last few years, neuroscience research has revealed that more often than not, we're pulled to one choice or another by innate psychological biases. And the scary part is we often don't even know that these biases exist!

How does this effect buying decisions? In the post "7 Reasons Your Prospects Decide to Run Away From You," Liston Witherill explores how neurological quirks such as anchoring effect, substitution effect, and loss aversion cause buyers to hit the pavement.

"Any time you ask for someone’s attention you’re probably not going to get it. Even worse, requiring their attention means almost certainly that they will be making some sort of error in their thought process," Witherill writes. "The good news: If you understand that your prospects are short and getting shorter on attention, you can tailor your messages to quickly and effortlessly get your point across."

After your psychology lesson, check out five more of the best sales articles of the week below.

1) How Doing Nothing Can Win You the Sale by Brian Burns 

Trying too hard is sometimes worse than not trying at all.

2) How Many Salespeople Will Be Left By 2020? by Tony J. Hughes

Is the sales singularity upon us? Get six thought leader's opinions.

3) The 6 Powers of the Pause by Paul Castain

Pausing after you speak can be ... very powerful. Learn how to wield the pause effectively.

4) Eiminate the Silent Treatment During Your Presentation by Julie Hansen

If the questions you're asking are painfully obvious, it's no wonder you're presenting to crickets. 

5) Rejection-Proof Your Life by Gerhard Gschwandtner

Rejection can change your life, but so can a box of donuts. Just read the post -- it'll all make sense soon.

What were your favorite sales posts from this week? Share in the comments.

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Topics: Sales News

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