There’s a common misconception: that people are mostly rational creatures that make informed decisions.
We do make informed decisions, but as you’ll discover, not most of the time.
If you’re trying to convince prospects to use your services with logic and crystal clear arguments – guess what – you’re probably losing sales – And wasting your time.
You need better strategies.
Consider these common phrases:
— “Go with your gut.”
— “It feels right.”
If we had to analyze everything that came our way, we’d go nuts!
So we simplify our world. We automate.
The Max Planck Institute(with 20 Nobel Price winners) in Germany conducted a study a few years ago about decision making. They used a brain scanner to see what happens in the brain when we make decisions.
They found that many of the decisions we “think” are made with our conscious mind, are actually created subconsciously – or automatically.
We rationalize after the automatic decision.
And because your potential clients spend most of their time in”automatic mode,” your logical arguments aren’t going to change much.
But what if you could find the triggers that take the prospects out of auto-pilot…
What if you could design your work and marketing in such a way that it was impossible not to pay attention. To snap out of that dream state and see with fresh eyes and curiosity.
How would that change the impact you could have?
To your success
Jesper
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