The “Odds Are” Factor
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by | May 15, 2023

As a result of surveying over 30,000 sales professionals from a wide range of business disciplines and cultural influences, we have determined that the “Odds Are” 2 to 1 that salespeople will tend to experience a customer’s message in terms of how that message impacts themselves (salespeople), rather than in terms of how that message is perceived by the sender (customer).

Sales professionals, like all people, have a tendency to filter the customer’s messages through their own psychological reality or “Odds Are” and experience the customer’s messages in terms of how the message impacts their goals and needs in the relationship, not the customer’s.

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