View profile

Being Last Matter Too

Revue
 
Last week, we established that the primacy bias mandates that we must try to be first so that we can
 

Outside Sales Round Up

June 12 · Issue #35 · View online
The ultimate newsletter for outside sales professionals.

Last week, we established that the primacy bias mandates that we must try to be first so that we can set the buying criteria but we didn’t tell you the whole story. There’s also a concept called the recency bias. The recency bias means that people more prominently recall recent events than those in the past. This creates an obvious incentive to be the most recent person to contact potential clients. Especially if they are looking at a lot of options, the recency bias helps to put you at the forefront of their thoughts. Combining the primacy and recency bias leaves us with one obvious conclusion, contact people early and often.
Let’s roll,
Merrick, VP of Sales

Here's What We're Reading This Week...
12 Kinds of Sales Prospects and Why You Need to Create a List for Each One
A 10-Minute Summary of "The Psychology of Selling" by Brian Tracy
Watch Out for Red Herring Sales Objections
Sales Productivity vs. Efficiency vs. Effectiveness… Is there a Difference?
The Latest From the MMC Team
The Road Map: Episode 6 - YouTube
How to Boost Outside Sales Lead Generation and Engagement
Want your content in the Outside Sales RoundUp?
We love featuring content sent to us by readers! If you have content that you think our readers could benefit from, then email a link to zika.masmoudi@mapmycustomers.me to be considered for the week’s newsletter.
Did you enjoy this issue?
If you don't want these updates anymore, please unsubscribe here.
If you were forwarded this newsletter and you like it, you can subscribe here.
Powered by Revue
902 Broadway New York, New York 10010