Perceived Risk
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Why Salespeople Need to be More Like Ducks, Less Like Owls
- August 19, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While strolling a cozy harbor, I snapped a pic of ducks chilling on a boat, ignoring a fake owl meant to scare them off. Sound familiar? In sales, bluffs like “No Solicitation” signs or “lowest price wins” try to spook salespeople, but falling for them—thanks to Need for Approval or Perceived Risk—means missing out on deals. Be authentic, dodge the fakes, and get to the decision makers!