Are Your Customer Relationships Suffering From The Halo and Horns Effect?

We often think we know the customer, their needs, their interests and their preferences.

Relationships – whether in business or in our domestic lives are rarely as simple as “good” or “bad”. They are complex.

The field of psychology has labeled this as the Halo and Horns effects. Early in the sales call, or before it begins, it is easy to fall prey to the halo or horns effect and assume you know how the customer will behave.

Ro Crosbie, President of Tero International defines the Halo and Horns effect and explains why it is hurting your customer relationships.

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