Have you ever found yourself in a situation where you can’t make a decision, so you end up picking the “easiest” option (no matter good or bad) so you just end your mental conflict? That’s called cognitive dissonance. You may think, “how is this related to my sales?”.

Well, in this episode of Killer Media Sales Russell Stephenson is joined by the director and owner of Frontier Performance Pancho Mehrotra to talk about cognitive dissonance and how this can impact the negotiation process with your clients. They discuss the importance of knowing what your discovery process is as a sales person, in order to identify the needs and desires of your clients, so you can make better decisions and avoid this cognitive dissonance in your sales pitch as well as in your client thought process.

The duo also talk about the power of people’s beliefs and how sometimes our decision making process is not always the right one, and that as a sales person, being aware and knowing when your client is having two conflicting thoughts is key in the sales process, so you can make “decision making” smoother and easier for them.

If you want to know more about how to avoid this cognitive dissonance to improve your sales, this is an episode you can’t miss, listen now!