Which types of sellers make you buy?
- Choice A: the confident one
- Choice B: the expert one
"I'd buy from the expert! OH YEAH I WOULD!" you might scream.
But, a study by a Carnegie Mellon University researcher shows you'll probably do the opposite:
- Confident people influence prospects more than experts do.
- Therefore, people buy more from confident people.
What does that mean?
- You're probably buying things because Person X's confidence tricks you.
- Therefore, you're draining cash on the wrong investments.
Take Business Owner Teddy
Business Owner Teddy needs to hire a team member.
- Slick Willy comes in for an interview.
- He's cool; he's confident; he's charismatic.
- His answers are superficially weeeeeeeak; but, Slick Willy's confidence masks his true skills.
Teddy -- swayed by his confidence -- hires Willy over timid Billy (who he saw as one socially awkward mofro).
That socially awkward Billy, however, might just:
- suck at interviews
- focused his skills on doing -- not talking (having better skills as a result)
Teddy, blinded by perception, hires Slick Willy -- who:
- can't get stuff done
- always asks 'for another week'
- and somehow, keeps talking his way out of things
Business Owner Billy experiences The Suck.
BOOOO. DON'T SUCK
When you have a sales pitch:
- Do not let confidence fool you.
- Do not let timidity fool you.
Here's one tip:
- Avoid in-person/over-the-phone sales pitches as-much-as-%#@^$#^#$-possible.
- Instead, let peeps do their pitches over email/paper.
That leaves you with a more objective outlook among your pitches.
(And if you hafta, schedule the in-person stuff in the final rounds.)
Therefore, you make a wiser choice on choosing the better/best investments to rock your company.
- Save money: check.
- Invest wiser: check.
- Get better vendors/suppliers/employees/etc.: check.
Posted on November 24
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