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10 Body Parts With Only Three Letters…& Sales Fundamentals
“I know it like I know the back of my hand. Hey…wait a minute…where did that come from?”
How many times have we heard—and uttered—that saying, relied on our supposed highly-developed skills and knowledge to make a decision…and been wrong?
Overconfidence Bias Hurts Your Sales
The mistake described above is what researchers call “overconfidence bias.”
From Wikipedia…
The overconfidence effect is a well-established bias in which a person’s subjective confidence in his or her judgments is reliably greater than the objective accuracy of those judgments, especially when confidence is relatively high. For example, in some quizzes, people rate their answers as “99% certain” but are wrong 40% of the time. Overconfidence is one example of a miscalibration of subjective probabilities. Throughout the research literature, overconfidence has been defined in three distinct ways: (1) overestimation of one’s actual performance, (2) overplacement of one’s performance relative to others, and (3) the excessive certainty regarding the accuracy of one’s beliefs—called overprecision.
It happens to the best of us.
In fact, “assumption malfunction” is #4 of The 7 Deadly Sins of Selling.
What does knowing simple body parts and overconfidence and assumption malfunction have to do with sales fundamentals?
More than you think.
As far as these 10 body parts go, it’s a fun way to break the ice at a party or trade show or other event where you need to build rapport with those in attendance. And building rapport is one of the three big sales fundamentals: Know. Like. Trust.
Excelling in any skill comes from the willingness and desire to focus on the fundamentals.
Sales / human persuasion is no different. (And we’re all in sales because anytime two or more people are in a room, on a call, or in an email exchange, one is trying to persuade the other to their way of thinking. It’s called human nature.)
In sales and in life you need to
Know your numbers.
Build rapport.
Set firm appointments with decision makers.
Listen more than you speak (“Your alligator mouth overloads your canary rump” is #3 of The 7 Deadly Sins of Selling.)
Have an agenda for every appointment.
There are my thoughts on body parts and selling. So without further ado, the 10 well-known body parts (not slang) that have just three letters are:
Speaking of eyes, do you know how many times we blink per year?
If you need more help growing your sales, consider the following resources:
Or just contact me and we’ll set a time to speak.
Good Selling,