If the Prospect's Most Preferred Communication Style Is Reflective,the Salesperson

question 52

True/False

If the prospect's most preferred communication style is reflective,the salesperson should avoid actions that are too informal.

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Definitions:

Belief Perseverance

The psychological phenomena wherein individuals maintain their beliefs despite facing contradicting evidence or facts.

Representativeness Heuristic

The representativeness heuristic is a mental shortcut that involves judging the likelihood of an event by comparing it to an existing prototype in our minds.

Belief Perseverance

The tendency to maintain one's belief even in the face of contradictory evidence.

Overconfidence Phenomenon

A cognitive bias where a person's subjective confidence in their judgments is reliably greater than their objective accuracy.