Selling Biases: Are You Taking Choices Away From Customers?

The Reality of Business

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Sales managers & salespeople: Be honest - have you ever assumed a customer wouldn’t go for the higher-priced option so you left it out altogether?

You might be losing more sales than you think. It’s easy to filter choices for customers based on your own biases or assumptions, often without realising you’re doing it. But when you take the decision away from the buyer, you limit their options – and potentially their satisfaction.

From choosing the “cheap” option on a customer’s behalf to skipping over premium choices because “they won’t go for that”, this mindset is surprisingly common. In this episode, we share real stories (think chocolates, shoe shops, and scruffy car buyers) and explore the seven key psychological biases that influence how salespeople present – or don’t present - choice.

You’ll hear how things like time pressure, financial worries, stereotyping, and disloyal bonding can all affect how we sell, often working against the very outcome we’re aiming for.

Most importantly, we’ll share practical ways overcome these habits – helping you build trust, offer the full picture, and give your customers the confidence to choose what’s right for them.

Listen now for a fresh take on an old problem, and ask yourself, when was the last time you made a decision for your customer?

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.
Reality Training - Selling Certainty

فصول

1. Sunny Day Sales Chat (00:00:00)

2. Taking Decisions Away From Customers (00:01:40)

3. Real-World Examples of Choice Removal (00:03:47)

4. Seven Reasons Salespeople Remove Choice (00:11:40)

5. The Science of Choice Psychology (00:17:03)

6. Money Matters and Disposable Income (00:19:33)

7. The Remedy: Belief and Enthusiasm (00:23:05)

8. Customer Service Excellence Without Shareholders (00:27:28)