Chapter 11: Self-Control

Question 1

Correspondence bias?

Answer 1

Causes you to label the behavior of other people based on perceived internal characteristics or flaws versus external factors. Instead of assuming positive intent when attributing reasons for another person’s behavior, you think the worst of other people.

Question 2

Self-Serving Bias?

Answer 2

A disruptive emotion that prevents you from owning and being accountable for actions that may negatively impact your egocentric belief system and self-esteem.

Question 3

Overconfidence Effect?

The key to UHSP is an obsessive focus on win probabilities. This requires you to accurately estimate and forecast the potential of opportunities in your pipeline. What is the problem with humans tho?

Answer 3

They have the uncanny habit of systematically overestimating probability.

Question 4

False Consensus bias?

Answer 4

This disruptive emotion leads you to believe that your values, beliefs, opinions and habits are normal and therefore naturally shared by everyone else.

In sales this can be damaging as fuck:

• It impedes empathy and causes you to project your beliefs on other people
• You ask fewer questions when you assume stakeholders are on the same page
• You start arguing stakeholders who do not share your views

Question 5

Confirmation bias?

Answer 5

Humans have the tendency to form a belief and then seek out information that supports and confirms that belief while ignoring any evidence that refuses it.

Question 6

Sunk Cost Fallacy?

Answer 6

Decisions we make are often influenced by what have already invested. “I can’t give up now!”

This sunk cost fallacy can cause you to become attached to a low-probability deal once you’ve invested time, effort, and emotion into it!

Question 7

I should become aware of my emotional triggers like facing rejection on prospecting calls, giving presentations, and dealing with upset customers.

Answer 7

YES!

Question 8

Why do I need to prepare and practice my interactions with stakeholders?

Answer 8

Because these situations trigger disruptive emotions.

Blz. 85!

Question 9

Which four questions do UHPs answer to prepare for sales calls?

Answer 9

1. What do I know?
2. What do I want to know?
3. What is my call objective?
4. What is my targeted next step?

Question 10

Which question do you ask yourself to maintain objective during an upcoming argument?

Answer 10

Do I want X or do I want Y?