Explaining why your product, service, or expertise is a better alternative isn’t enough. Decisions are not made based on benefits alone. There might be many “pros” in your prospect choosing to do business with you, but it’s the perceived risks, discomfort, and hurdles that will hold them back. 

In this episode of Breaking Sales, Dan and Pam continue their exploration into the psychology of decision-making. They share some personal experiences that have helped them better understand why it’s human nature to rationalize and avoid change, and provide examples of questions you can ask to slice through your prospect’s decision biases.