Turner decided to conduct an experiment

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To be clear, I’m not suggesting modern sellers “go soft” or refrain from instilling a sense of urgency in their customers. After all, inertia, status quo bias, and the dreaded “do nothing” option all have very strong gravitational pulls and ultimately result in the customer making a decision that may ultimately not be in their best interest. What I am suggesting is that we become more mindful of how our approach can inadvertently trigger a negative response in the minds of our customers, putting undue strain and tension on a relationship typically plagued by trust issues.

So the next time your customer seems put off by your mexico telegram data approach or doesn’t seem interested in the plan you’ve laid out, ask yourself if you’ve inadvertently triggered their sense of reactance by limiting their freedom and choice. Chances are a small tweak to your selling motion is all it will take to ensure your customers remain engaged and aligned.Radiology is one of the loneliest disciplines in medicine. Most days radiologists can be found in dark rooms, staring at high-resolution images of X-rays, CT scans, and MRIs. With little face-to-face contact with patients, they engage in a highly critical but mainly clinical exercise where actual people are represented by inanimate reports and images. But back in 2008, a young radiologist named Yehonatan. With the permission of 300 patients, he attached their photos to the radiology scans. What he found was that in instances where the photos were attached, incidental findings (that is, abnormalities that the radiologist wasn’t instructed to look for) increased 80% compared to the same scans with no patient photos.

The reason for this phenomenon is a concept known as abstraction. Simply put, it’s the idea that people behave differently when the circumstances or intimate details surrounding a situation are less personal or tangible. It’s the same reason why people tend to become easily enraged when behind the wheel of a car, even though they wouldn’t act that way if they knew the other driver was their mother. It’s the reason why people don’t give charity to third-world countries, having never experienced what it’s like to walk through an impoverished village. It’s also the reason why buyers are predisposed to hating salespeople.

Like it or not, abstraction is alive and well when it comes to the relationship between modern buyers and sellers. Abstraction causes buyers to equate sellers to the stereotypical sleazy and self-interested used car salesman, rather than an honest person looking to help them. On the flip side, it causes sellers to make invalid assumptions about the needs of their customers. It fuels confirmation bias which is the silent killer when it comes to performing high-value discovery.

If you’re looking to reduce the abstraction gap and foster a more intimate way of connecting with your customers, here are three ways to ensure you prevent drowning in the sea of sameness.