The Law Of The Instrument and Emotional Intelligence The Shift Control Sales Podcast

The Law of The Instrument is a cognitive bias based on - "if you only have a hammer, then everything is a nail."

For years in sales all I had was features, benefits and questions - and not always the right kind of questions either.

Today organisations and customers expect more from their sales contacts - much more. Features and benefits, whilst having some importance are irrelevant if the seller is unable to build rapport with the buyer.

Asking questions brings 'interrogation' to mind. And by all accounts that type of thing is unpleasant.

In this podcast I talk about the importance of 'curiosity' and understanding "the picture in the other persons head."

And an entry discussion to emotional intelligence...

Thanks for reading and for listening.