(20 biases that show up in sales calls + how AI could flag them)
1. Confirmation Bias
Sales Impact: Rep latches onto only the positive parts of a prospect’s response, ignoring objections.
AI Flag: Detects one-sided interpretation and missed follow-up on dissenting signals.
2. Anchoring Bias
Sales Impact: First number, feature, or objection mentioned dominates the rest of the conversation.
AI Flag: Identifies when reps fail to reframe or adjust positioning after an early anchor.
3. Overconfidence Effect
Sales Impact: Rep assumes deal is “in the bag” despite lack of buyer commitment.
AI Flag: Notes discrepancy between rep sentiment and buyer language cues.
4. Availability Heuristic
Sales Impact: Rep recalls the last objection or win and assumes this prospect will react the same.
AI Flag: Detects when reps overgeneralize from recent calls.
5. Status Quo Bias
Sales Impact: Prospect resists switching from their current vendor/process even if it’s suboptimal.
AI Flag: Flags hesitancy language and recommends reinforcing change urgency.
6. Loss Aversion
Sales Impact: Prospect focuses more on potential risk than potential gain.
AI Flag: Detects fear-based language and suggests risk-reduction framing.
7. Reciprocity Bias
Sales Impact: Rep expects a “return favor” too soon after giving value.
AI Flag: Warns when value-giving is rushed into a close attempt without sufficient relationship build.
8. Social Proof Bias
Sales Impact: Prospect overly swayed (positively or negatively) by what “others” are doing.
AI Flag: Prompts rep to balance proof points with personalized relevance.
9. Authority Bias
Sales Impact: Prospect agrees with statements just because the rep cites a perceived authority.
AI Flag: Detects compliance without true engagement, prompting deeper questioning.
10. Sunk Cost Fallacy
Sales Impact: Prospect stays with current vendor due to time/money already invested.
AI Flag: Flags “we’ve already spent too much to switch” language.
11. Bandwagon Effect
Sales Impact: Prospect follows trends (“everyone’s using this tool”) without verifying fit.
AI Flag: Suggests probing for actual need beyond FOMO.
12. Framing Effect
Sales Impact: Prospect’s decision changes depending on how the rep presents the same info.
AI Flag: Tests multiple framings and flags those with better response patterns.
13. Endowment Effect
Sales Impact: Prospect overvalues current tools/processes simply because they “own” them.
AI Flag: Flags emotional attachment language and suggests objective comparison framing.
14. False Consensus Effect
Sales Impact: Rep assumes the buyer’s priorities match their own or their other clients’.
AI Flag: Detects assumption-heavy statements without buyer validation.
15. Halo Effect
Sales Impact: Prospect makes overall judgment based on one positive feature or interaction.
AI Flag: Prompts rep to test decision soundness across all buying criteria.
16. Negativity Bias
Sales Impact: Prospect weighs a small negative more heavily than many positives.
AI Flag: Detects when one objection overshadows the rest of the conversation.
17. Self-Serving Bias
Sales Impact: Rep attributes wins to skill, losses to external factors, preventing growth.
AI Flag: Identifies misattribution patterns in rep post-call reflections.
18. Cognitive Dissonance
Sales Impact: Prospect experiences discomfort when new info conflicts with existing beliefs.
AI Flag: Flags tension moments and recommends empathy + bridge messaging.
19. Scarcity Effect
Sales Impact: Prospect perceives higher value due to limited availability or urgency.
AI Flag: Ensures scarcity is used ethically and timed for maximum effect.
20. Decoy Effect
Sales Impact: Adding a less attractive option makes another option more appealing.
AI Flag: Tests offer configurations and buyer response rates to optimize pricing tiers.
