Vickie Sullivan

Market Strategy for Thought Leaders

Resources  >> How Decisions Get Derailed

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.

 

Other Resources You Might Like:

 


Share via
Copy link