Sales people are human and can sometimes read their customers (i.e. other humans) wrongly.
Known as “Perception Bias”, its a type of unconscious bias that occurs when our perception is skewed based on inaccurate and overly simplistic assumptions about a group a person “belongs” to.
This bias may include biases or stereotypes about age, gender, and appearance.
We are sometimes in a Matrix of our own making.
We believe the customer is thinking X and will do Y.
We can get it wrong.
“Is that air you are breathing?”, from the first Matrix movie is the perfect question to challenge whether our mind is interpreting truth.
