Date: 11/21/2016

Title: LEADING THROUGH DENIAL – Part 4

By Bryan Arzani

We dismiss the facts and data behind the need to switch our insurance provider (one of our scenarios from Part One), because that doesn’t resonate as “a why” for us. We can dispute facts, numbers, and statistics all day long. It goes back to the old adage “you can make numbers say whatever you want them to.” (conspiracy theory)

Then, our mind gets working. We imagine an awful scene: one where our partner has to be admitted to the hospital due to a skateboarding accident. Our old insurance plan would have covered most of this cost. Whatever the new plan is going to be, we are certain we’ll have to pay a lot of money out of pocket. We may not be able to afford the house payment. (risk perception with probability)

We are livid with the choice of the new insurance provider. We remember that years ago, this company was sued for not paying out claims…..at least we think it was this company. Oh, it probably was this company, because otherwise I wouldn’t have remembered it this way. (confirmation bias). And besides, Deidra from the sales department has been railing about this company. She’s our best salesperson, so she must know what she’s talking about regarding this insurance company. (charismatic person).

Instead of cramming more data down people’s throats, we should focus on another part of their body: their brain. Appeal to their “why”. Listen to their stories and fears. Tell them some stories of your own.

To learn more about how to practice this understanding, contact Results Group, LLC at www.ResultsGroupLLC.com or 515-330-2866.