Chapter 15. Mind Games
A man hears what he wants to hear and disregards the rest. | ||
| --SIMON & GARFUNKEL | ||
Sales management is about making decisions under uncertainty. In this chapter we will see some additional ways to improve how we make decisions and also view an amusing side of ourselves.
Do we always make the best decisions for ourselves? Hardly. In fact, we often make stupid decisions contrary to our own self-interest without even being aware of it. In other words, we are not the cool, rational thinkers we perceive ourselves to be. In the purpose of this chapter is to explain why we do this to ourselves and how we might do less of it in the future.
Most of our faulty decisions are not bad due to some limitation in our ability. Rather, our brains ...
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