Dixon: Buyers' fear of messing up outweighs fear of missing out
Matt Dixon · The surprising truth about what closes deals: Insights from 2.5m sales conversations | Matt Dixon · May 30, 2024 · at 16:32
Matt Dixon discusses cognitive psychology and why omission bias causes enterprise buyers to delay and abandon purchases.
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“In the human mind, people are okay with missing out. They are not okay with messing up and being blamed. And this is really powerful. It's even more powerful than status quo bias, as I said. And so the shorthand for salespeople is this, dialing up the FOMO can be very effective to overcome status quo bias. But knowing that every human being, including all of your customers, while including that definition of human beings are definitely afraid of being personally blamed if things go wrong. The FOMU actually matters more than the FOMO.”
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