Just for fun, and inspired by the great Rob Skaer, who famously discusses the FAFO chart, I decided to take a fresh look at my chart on trust.
When you f-around in sales, trust erodes, win rates go down, the customer now feels the need to do more homework beyond your claims, and your cycles lengthen. In other words…you find out. 🙂
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Logic is polarizing to the human brain - it actually makes decisions harder. So, that logo slide you love to present because you're so proud of your customer list? It may be separating your advocates from your dictractors during a sales cycle.
Unfortunately we have a long way to go before we have to worry about that. Just from today's mail and today's web ads, we're far away from transparency - still building foundations on mistrust and trickery, which doesn't serve us well. #transparencysale
As it turns out, we as human beings make all of our decisions in the feeling / emotion center of our brain, and ONLY use logic to justify a feeling based decision. That has huge implications for how you position your products or services.
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