“Information Bias”
What is Information Bias?
The tendency to seek more information even after there is no more useful impact on their decision or action.
Business Relevance
New sales reps often feel unable to effectively represent your company for fear of looking foolish. They want to learn every bit of information before they feel confident in making calls.
Difficulty
Instilling confidence with new reps can be difficult, especially if they have limited sales experience.
Everyday Application
Demonstrate your expertise and knowledge base. Assure new reps that even though they may not feel confident about their knowledge, they should feel confident that you know what you’re talking about. If met with specific questions or concerns, it’s always okay to defer to a more knowledgeable and experienced rep.
Prepare rehearsed deferral statements that allow new reps to commit and fulfill promises to your prospects.
“That’s a great question, to be honest I’m still learning about that but Susan knows all about it. Give me a second and I’ll make sure to get you an answer right away.”
