1. Thinking Fast and Slow in 7 Minutes
  2. 62 Common Sales Terms

Techniques and concepts

Acknowledge, Align, AssureA technique for disarming detractors
Constructive/Destructive feedback (positive and negative)Know the difference to empower growth
The anchoring effectOccurs when a particular value for an unknown quantity influences your estimate of that quantity.
The science of availabilityThe ease with which we can think of examples is often used to judge the frequency of events.
System 1The fast, unconscious, automatic, error prone and everyday decision-making brain
System 2The slow, conscious, effortful, complex decision making and reliable part of the brain
Attention and EffortWe avoid cognitive overload by breaking up current tasks into small steps to be committed to long term memory; we are naturally drawn to solutions that use as little mental effort as possible.
The lazy controllerOne of the main functions of System 2 is to monitor and control suggestions from System 1, however it is often lazy and places too much faith in intuition.
Cognitive easeYou act differently when experiencing cognitive ease vs. strain; you’ll probably make less errors when strained, but you won’t be as creative.
Underpromise and overdeliverAlways ensure that expectations set result in a pleasant surprise. Use circuit breakers here to deliver on promises.
The 5 WhysAsk 5 questions to go deeper
Raise NecessityWhen you are passionate about what you do, people understand. When you are obsessed, they think you're mad. That's the difference.
Opportunity = Importance + (Importance - Satisfaction)A minor improvement on an important task is almost always a larger opportunity than a big improvement on an ancillary one.