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Can you really “get inside a prospect’s head”?

Nicholas Epley on why getting inside someone else’s head is so difficult … Many sales people we meet have at some point been exposed to skills and techniques that purport to get inside the head of a prospect in order to help understand them and convert them into a customer. These include NLP and various profiling tools that claim some basis in neuroscience. The FT have recently posted a series of 2008 videos by Nicholas Epley whose new book Mindwise has just come out. The middle video is worth watching as a summary of the biases we have in seeing the world from someone else’s viewpoint. The fact is, there is no shortcut!

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