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Recency Bias

Recency Bias

The “recency effect” simply describes the fact that most people will best remember what they’ve heard last. If you’re asked to remember a group of addresses or phone numbers, the latter ones will be easiest to recall.

Hence, make sure your buyer has heard most repeatedly and most recently about value and not fee, about results and not tasks.

Language controls discussion, discussion controls relationships. and relationships control business.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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