Affective Realism - Why This Doesn't Feel Right Is Killing Your Deals
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Affective Realism - Why This Doesn't Feel Right Is Killing Your Deals
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Have you ever left a meeting thinking the deal was a lock, then watched it die? Most of us assume the other person saw the same offer we saw. They didn't.
People do not experience your presentation as straight fact. They experience it through how their body feels in that moment. Psychologists call that affective realism: the brain uses a gut feeling as evidence about the outside world. Tired, hungry, rushed, or tense does not register as "I need lunch." It registers as "can I trust this person" or "this deal doesn't make sense."
What The Science Shows
One study revealed that judges were far more likely to deny parole just before lunch, as their brains interpreted the physical discomfort of hunger as a "gut feeling" that the prisoner was dangerous.` If elite judges fall victim to this, imagine how this is affecting your prospects and your income!
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Kurt Mortensen
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