Written by: Vickie Sullivan | August 27, 2015
How Decisions Get Derailed
Earlier this month, I posted about how our brain’s bias can trick us. According to this Fast Company article, emotional reactions to irrelevant events can impact how we analyze information. My favorite findings:
- Anger shuts out outside perspectives. We tend to follow our own perceptions.
- Aggression increases when the outside temperature rises. (Which is why I stay off the roads in the Phoenix heat.)
- Lack of confidence makes us question all information we receive.
Why do you care about this? Two reasons: (1) this is how our potential clients make decisions about hiring us; and, (2) this is how we make decisions about who we hire to help us. Once again, more great research that points to what we all know but many won’t address: even the most analytical, sophisticated buyer feels before they think. Not addressing the emotional context around our conversations is a recipe for disaster. Sometimes a delayed decision is the best choice.
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