Don't Attack Your Benchmark

Tune in to hear:

Learn how to adapt cognitive biases to your benefit within a sales funnel.

What is the mere exposure effect and why is it so powerful?

Considering the mere exposure effect, what chance do boutique asset managers have going against giants like BlackRock and how can they set themselves apart?

Is there such a thing as too much exposure and how can sales people intuit where to draw the line if so?

What is the loss aversion bias and how can it be used to your benefit within a sales context?

What is negativity bias and what are its implications for sales? How can you use negativity to better differentiate yourself from the broader market and how much is too much? 

What is status quo bias and how can it be applied to closing a sale?

Why are “sins of omission” typically judged less harshly than “sins of commission?”

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