Page 36 - Sales RM Recruiting Playbook
P. 36
Similarity: “People like me are better than others”
• We automatically define everyone as in-group or out-group.
Expedience: “If it feels right to me it must be true”
• Helps us make quick and efficient decisions. Happens when we are overloaded and looking to make
a quick decision without a lot of analysis.
Experience: “My perceptions are accurate”
• Wires us to believe that the way we’ve experienced the world is reality.
Distance: “Closer is better than distant”
• We like immediate gratification and focus on short term results above long-term thinking.
Safety: “Safety and comfort are most important”
• The known, old way is safe and comfortable and wires us to avoid all threats including social pain.
