top of page

Cognition Crash

Cognition Crash
Salespeople face the problem of the Cognition Crash. This is the downgrade of the Buyer's working and thinking rate from what it was before the meeting when they were in Accelerated Cognition receiving Compressed Value to what it became once they joined the meeting, having to throw into gear their Value Filter Throttle while receiving Decompressed Value. This puts the Buyer into a Decline In Virtual Enthusiasm (DIVE), making it more difficult for the salesperson to carry out sales-centric selling.
bottom of page