In my workshops, I am always confronted with opposition and astonishment when I make it clear that we make all decisions one hundred percent emotionally (and then justify them rationally). Furthermore, the strongest motivation for decisions is the avoidance or reduction of “pain,” especially anticipated pain.
Ambition and pleasure always come second when making decisions. So does logic. Salespeople need to know this.
These facts, proven by countless studies, are currently receiving blatant and tragic confirmation from the novel coronavirus and the decisions associated with it. Even in Switzerland, shelves of pasta and rice are being bought up out of fear. Unbelievable!
You can use the mechanisms that become visible in this process in a positive way for your business and leadership at any time if you want to get people to act:
If you would like to talk about the conclusions and how to use these insights for your company, simply ➔ click here to request a call.
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