Sales-Mind is now part of The Mindset Development Group.


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!

We use cookies to ensure that we give you the best experience on our website.