Split testing shows too much product information can actually reduce sales - here are four ways to avoid the TMI Effect.
Sales intuition can be a powerful tool, according to a recent study. Salespeople who acted on intuition outperformed those who over-thought the process. I explain the research and give ways to improve intuition.
Review: The Invisible Gorilla: And Other Ways Our Intuitions Deceive Us, by Christopher Chabris and Daniel Simons
Before reading farther, watch this video if you haven’t already seen it:
The Invisible Gorilla provides an interesting counterpoint to Malcolm Gladwell’s Blink. While Gladwell sought to show that our minds can perform remarkable feats of judgment, often without conscious processing, Chabris and Simons show us how many ways our human brains can fail. If that sounds depressing, it’s not really. The Invisible Gorilla seeks to expose some of the limitations of our brains in areas like observation and memory; with this understanding, we can adopt strategies to compensate for them. […]